by Kahle Wisdom | Jun 26, 2017 | Sales Force Issues
Q. Is “being yourself” a sales strategy? A. If you are naturally an attractive, sensitive, empathetic human being who everyone loves to be with, if you have a great measure of sensitivity and perceptiveness coupled with outstanding intelligence and unshakable...
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...
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...
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...
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...
