by Kahle Wisdom | Nov 29, 2018 | Sales Force Issues
Almost every professional B2B sales person comes to grips with one of the challenges of penetrating key accounts. Key accounts are different than the ordinary, and require some more sophisticated skills and strategies. Here are four fundamentals for effectively...
by Kahle Wisdom | Nov 23, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: Our president recently suggested that we penalize the sales people for not meeting their goals by taking commissions away from them. Do you have any thoughts? Answer: Wow. My initial reaction is that it sounds so harsh. Put that way, and you are liable to...
by Kahle Wisdom | Nov 20, 2018 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales Systems
Sales productivity may be a new concept for many sales executives. “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be...
by Kahle Wisdom | Nov 17, 2018 | Sales Force Issues
Here’s a question sent it be a sales person: “My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of...
by Kahle Wisdom | Oct 17, 2018 | Professional B2B Salespeople, Sales Force Issues
“He has the gift of gab. He’ll make a good salesperson.” It’s been a while since I last heard that expression. The idea is, of course, that salespeople are good talkers. The idea is that if you are a good talker, you are well on your way to having the necessary...
