by Kahle Wisdom | May 22, 2018 | Professional B2B Salespeople, Sales Force Issues
“Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all-time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a...
by Kahle Wisdom | May 22, 2018 | Sales Force Issues
Question: How do I ensure that I get the last look in a competitive bid situation? Answer: This is a question that I’m often asked. In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing, most of the...
by Kahle Wisdom | May 7, 2018 | Christian Businesspeople, Kingdom issues
It is, but you might not know it. Let me explain. The very first words God spoke to Adam were to charge him with a lifetime purpose (work the Garden and keep it) and then to give him a job, within that greater purpose (name the animals.) God then worked with Adam to...
by Kahle Wisdom | May 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do. I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system....
by Kahle Wisdom | May 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I have three new salespeople and a handful of more experienced reps. I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others. Is this OK? Or should I spread my coaching time around to be equally...
