by Kahle Wisdom | Nov 9, 2017 | Entrepreneurs & Executives, Sales Force Issues
I recently came across some research that confirmed what many of us in the profession of educating sales people have known for years: That purchasers would be “much more likely” to buy from a sales person if that sales person would just “listen” to the...
by Kahle Wisdom | Nov 8, 2017 | Entrepreneurs & Executives, Sales Force Issues
Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. There are so many demands...
by Kahle Wisdom | Oct 27, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
If you’re paying your sales reps straight commission, you’re using an obsolete formula. If you’re paying your sales reps a straight salary, you’re also using an obsolete formula. Both of those formulas are vestiges of an earlier, simpler time....
by Kahle Wisdom | Oct 25, 2017 | Sales Force Issues
Question: What is your opinion of call reports? Answer: It depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone or piece of paper, who you called on, what...
by Kahle Wisdom | Oct 25, 2017 | Sales Managers/Sales Leaders
Are things changing rapidly in your business? Silly question, isn’t it? Of course, they are changing. Rapid change is the distinguishing characteristic of the new millennium. Take that rapid change and add to it growing competition, increasing complexity,...
