by Kahle Wisdom | Mar 22, 2018 | Entrepreneurs & Executives, Sales Force Issues
Question: Dave, I’m wearied by the preponderance of books and business advice by all these sports coaches. What’s your opinion? How many different coaches do we need to hear from? Is sports coaches advise to sales people worthwhile? Is it another example of our...
by Kahle Wisdom | Mar 15, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Question: I’ve read your ideas about the need to invest in developing myself. Can you quantify that? How much time and money should I spend on my own education? Answer: Now that‘s a question I’m rarely asked. Its refreshing to receive it. I’m assuming that you are...
by Kahle Wisdom | Mar 15, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?”...
by Kahle Wisdom | Feb 27, 2018 | Entrepreneurs & Executives, Sales Force Issues
“I’m spending more and more time managing information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five...
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...
