by Kahle Wisdom | Feb 19, 2019 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
What may be the single most important predictor of an organization’s long term survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only...
by Kahle Wisdom | Feb 19, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
We’ve all done it. Promoted a good sales person, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results. And the sales managers...
by Kahle Wisdom | Feb 19, 2019 | Entrepreneurs & Executives, Sales Force Issues
Question: In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? Answer: Great question. Let me answer in two ways. First, from a purely theoretical perspective, a professional sales person...
by Kahle Wisdom | Feb 19, 2019 | Sales Force Issues
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing?...
by Kahle Wisdom | Feb 14, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
