by Dave Kahle | Aug 23, 2021 | Professional B2B Salespeople, Sales Force Issues, Sales Principles and Practices
Q. Every one of my customers is buying less this year than last year. My sales are down. What can I do? A. You really have a choice here. The first, which, unfortunately, is the solution that most companies and salespeople currently choose is this: Do nothing...
by Dave Kahle | Aug 5, 2021 | Professional B2B Salespeople, Sales Force Issues
It continues to amaze me that so many salespeople shuffle into most of their sales calls with very little, if any, prior planning. I suppose that is why this is one of the practices of the best. Typical Salespeople Most surveys of how field salespeople really spend...
by Dave Kahle | Jul 20, 2021 | Professional B2B Salespeople, Sales Force Issues
“I have great relationships with my customers.” That is one of the most debilitating myths around – one that cripples the performance of the average corporate salesperson. Yet, it is endemic within the population of salespeople. I am not sure that there is a...
by Dave Kahle | Jul 20, 2021 | Professional B2B Salespeople, Sales Force Issues
As a sales trainer, I often confront a difficult obstacle that stands in the way of developing more effective salespeople. Too often salespeople are hindered by limiting beliefs that prevent them from implementing the best practices, principles, and processes that...
by Dave Kahle | Jun 22, 2021 | Entrepreneurs & Executives, Leadership, Professional B2B Salespeople, Sales Managers/Sales Leaders
Q. We are intent on revising our decades-old sales force compensation plan. Management is divided. One half favors straight commission, and the other doesn’t. What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients...
by Dave Kahle | Jun 8, 2021 | Professional B2B Salespeople, Sales Force Issues, Sales Principles and Practices
As a veteran sales trainer, I’ve often wrestled with this question: Why is it that some salespeople do so much better, in the long run than others of equal skill and competency? I’ve identified a number of reasons for that. Probably the most powerful and pervasive...
