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Sales Force Compensation Plans

Sales Force Compensation Plans

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...
Collections by Salespeople for Slow Paying Accounts

Collections by Salespeople for Slow Paying Accounts

by Dave Kahle | Feb 2, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

We’re faced with many of our customers being very slow about paying their bills. What would you suggest? Should salespeople help with the collections? This is one of those times where the saying, “The squeaky wheel gets the grease” is very appropriate. Have...
2 Strategies to Thrive in Economic Downturns

2 Strategies to Thrive in Economic Downturns

by Dave Kahle | Jan 5, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Nervous – Part II: Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. I am not sure I can thrive in this economic downturn. Do you have any thoughts on how to respond to this? To my readers… In the last post, I responded to this...
Is “On-The-Job” Training the Best Way to  Develop a Salespeople?

Is “On-The-Job” Training the Best Way to Develop a Salespeople?

by Kahle Wisdom | Dec 9, 2020 | Entrepreneurs & Executives, Professional B2B Salespeople, Sales Managers/Sales Leaders, Sales Principles and Practices

In our surveys,  CEOs indicate “on-the-job” training as the predominant method of developing salespeople.  If everyone is doing it, it must be OK, right? I don’t think so.  See if this sounds familiar.  You are ready to expand your sales force, so you hire a nice guy...
Business Strategies for Difficult Times: Utilizing the Gift of Slow Times

Business Strategies for Difficult Times: Utilizing the Gift of Slow Times

by Dave Kahle | May 1, 2020 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

In an earlier article, I suggested some business strategies for effectively handling the changes wrought by the pandemic.  My recommendation was to instill a set of practices that would keep you, personally, at the top of your game. In the second article of this...
3 Ways to Influence a Dealer or Distributor Sales Force

3 Ways to Influence a Dealer or Distributor Sales Force

by Dave Kahle | Mar 19, 2020 | Entrepreneurs & Executives, Sales Managers/Sales Leaders, Sales Principles and Practices

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...
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