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On Fielding a Directable Sales Force (SM-13)

On Fielding a Directable Sales Force (SM-13)

by Kahle Wisdom | Jun 19, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Not long ago I was speaking at a national sales meeting for a large regional distributor.  The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor.  At the coffee break, we struck up a...

Best Practices for B2B Sales People: #44 — Asking Questions

by Kahle Wisdom | Jun 19, 2017 | Sales Force Issues

A study published a few years ago identified the top five behavioral characteristics of the superstar sales people.  Number two on the list was this:  They ask better questions.  Amazing.  Of all the possibilities for ways that the superstars differ from average sales...
Sales Leader’s Q&A:  Untouchable Sales People

Sales Leader’s Q&A: Untouchable Sales People

by Kahle Wisdom | Jun 15, 2017 | Leadership, Sales Force Issues, Sales Managers/Sales Leaders

Question: I am currently working in a family business. For about ten years, sales have been decreasing.  I was just appointed as the head of sales.  I have several sales people who have been with the company for 30-40 years.  They simply refuse any system or training...
Motivating Yourself to Achieve Everyday

Motivating Yourself to Achieve Everyday

by Kahle Wisdom | Jun 5, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

“I really struggle with the highs and lows of field sales.  Most days I feel like the weight of the world is on my shoulders.  Any suggestions?” This is one of those rarely voiced issues that every sales person confronts sooner or later.  The job of the sales person...
Noise, Deep Thinking and You

Noise, Deep Thinking and You

by Kahle Wisdom | Jun 5, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Kingdom issues, Sales Managers/Sales Leaders

Today I received over 209 email messages, had 35 postings on my Facebook page, uncountable listings on my Linkedin page, and several voice mail messages.  This was after having methodically unsubscribed to legions of emails and registered on the “do not call” list. ...
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