by Kahle Wisdom | Feb 27, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: Dave, I’m finding it difficult to manage my salespeople in our straight commission environment. Any suggestions as to how I can get them to do what I want them to do? Answer: I do have some thoughts about the “straight commission environment.” I spent much...
by Kahle Wisdom | Feb 21, 2018 | Sales Force Issues
Question: Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first tried to screen me, “Why did you pass my call on to your...
by Kahle Wisdom | Feb 21, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world...
by Kahle Wisdom | Feb 21, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
That’s right. Serving, not selling. I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by...
by Kahle Wisdom | Feb 21, 2018 | Christian Businesspeople, Sales Managers/Sales Leaders
Stories can be powerful tools to shape behavior and dramatically communicate expectations. Wise executives continually seek opportunities to capture and then relate a story that supports and illustrates the organization’s culture. If the story can be tied to a piece...
