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...
by Kahle Wisdom | Feb 14, 2019 | Entrepreneurs & Executives, Sales Force Issues
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four-page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Force Issues
Question: We do not want to turn sales people into collection agents, but there certainly is a role that sales people can play in the process. Do you have any thoughts? Answer: Yes, I do. Like you, I don’t want to turn sales people into collection agents. Let’s...
by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Principles and Practices
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that...
