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...
by Kahle Wisdom | Dec 20, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced sales people. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I am...
by Kahle Wisdom | Dec 20, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Anytime you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
