by Dave Kahle | Mar 25, 2020 | Leadership-Sales Force
Navigating Difficult Times We are in the middle of some difficult times. Rather than belabor that point, I’d like to come to the heart of the problem. What do we do? We need to answer that question in an immediate, urgent basis: What do we do right now? We also need...
by Dave Kahle | Mar 19, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Q. Is there a proactive way to implement a program from manufacturers to encourage distributors to have their sales force sell our product instead of another? My intention is to have the salesperson give quotes for our product more frequently? And how can we appeal to...
by Dave Kahle | Mar 3, 2020 | Leadership-Sales Force
This is one of those pieces of conventional wisdom that no one seems to question: “It’s good to be passionate about your product.” Like so many of these conventional myths that ingrain themselves into our psyche, this one has the potential for frustrating countless...
by Dave Kahle | Jan 20, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation into the profession. If you’re going to be a...
by Dave Kahle | Jan 16, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...
