by Kahle Wisdom | Nov 29, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
In our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Kahle Wisdom | Nov 29, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
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...
