by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Hiring an effective sales person is one of management’s most difficult tasks. That’s because 90% of the person you hire is hidden beneath the surface. When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Lest we forget… I wrote this article in the aftermath of the 9.11 terrorists attacks, and thought it might have some relevance for balance in your life today. A personal note from Dave Kahle I hope you’ll forgive my short deviation from purely business issues,...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: What is the ideal number of sales representatives that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” Compensation It depends, first, on the type of compensation plan that is used...
by Kahle Wisdom | Apr 5, 2019 | Sales Force Issues
The idea of entertaining your customers is often a after-thought for many sales people. From my experience, strategically entertaining your customers is one of the best things you do. Join me to unpack this issue, and gain several ‘how-to- tips....
by Kahle Wisdom | Mar 13, 2019 | Sales Force Issues
We all know it — customers have less time to see salespeople today than ever before. They have too much to do and not enough time in which to do it. That makes the job of the field sales person much more difficult. That’s why the...
