by Kahle Wisdom | Mar 1, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past but are no longer effective. The past is everything that’s pre-2016. I still recall a poignant...
by Kahle Wisdom | Feb 20, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
Before you respond by lecturing me on the wisdom of setting goals, you should know that I am committed to the process of goal setting as a best practice for a number of different business expressions. Goal-setting, for example, is at the heart of our Kahle Way® Sales...
by Kahle Wisdom | Jan 18, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that will bring them the maximum...
by Kahle Wisdom | Jan 12, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Goal-setting is one of those hallowed practices that belong in every leader’s arsenal. We’ve all heard that people who set goals are far more successful than those who don’t. And every well-run business has a policy and a practice of setting annual goals for its...
by Kahle Wisdom | Dec 31, 2016 | Entrepreneurs & Executives, Sales Force Issues
Field sales people have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day. The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...
