by Kahle Wisdom | Jun 25, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: What do I do when my goals don’t match the company’s goals for me? Answer: I can look at this is in two ways – expressing two different situations. In the first, there is a legitimate difference in the expectations for a sales person, but a basic agreement...
by Kahle Wisdom | Jun 19, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: I started a new company one year ago and I have a shoe string budget. I’m unable to pay for any sales courses at this point in my business, but I have been able to read a few books on sales. What would you do in my position to attract customers and build...
by Kahle Wisdom | May 22, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the salespeople and their customers are frequently filtered through the perspective of the...
by Kahle Wisdom | May 7, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do. I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system....
by Kahle Wisdom | May 7, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: I have three new salespeople and a handful of more experienced reps. I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others. Is this OK? Or should I spread my coaching time around to be equally...
by Kahle Wisdom | Apr 24, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Q: I sell advertising for a local newspaper. In our sales compensation plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a...
