by Kahle Wisdom | Apr 11, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: I have long enjoyed your articles. I am in my second year of being a full commission salesman and wanted to get your advice. When I make an onsite visit or pick up the 500 pound phone and call the customer, I feel like I am begging for work… asking the...
by Kahle Wisdom | Apr 11, 2019 | Leadership-Sales Force
Reprinted with permission of the publisher from HOW TO SELL ANYTHING TO ANYONE ANYTIME© 2011 Dave Kahle Published by Career Press, Pompton Plains, NJ. 800-227-3371. All rights reserved. Now that I’ve punctured your misconceptions about what sales is, and given you...
by Kahle Wisdom | Apr 10, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Hiring an effective sales person is one of management’s most difficult tasks. That’s because 90% of the person you hire is hidden beneath the surface. When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with...
by Kahle Wisdom | Apr 10, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Lest we forget… I wrote this article in the aftermath of the 9.11 terrorists attacks, and thought it might have some relevance for balance in your life today. A personal note from Dave Kahle I hope you’ll forgive my short deviation from purely business issues,...
by Kahle Wisdom | Apr 10, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: What is the ideal number of sales representatives that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” Compensation It depends, first, on the type of compensation plan that is used...
