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...
by Kahle Wisdom | Oct 17, 2018 | Sales Force Issues
One of the most common thing sales people hear is:”I’m happy with my current source.” Here’s how to respond. Question: I have many customers who refuse to even consider some of my products because the one they have now is working fine and they don’t want to change...
