by Dave Kahle | Sep 24, 2024 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Miscellaneous
by Dave Kahle In my earlier life, I had seven sales positions during the time from age 18 to 34. The last was selling for a hospital supplies distributor. I was given a territory that had about $10,000 in existing business, and 77 accounts. Every year...
by Dave Kahle | Sep 6, 2022 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Watch this post on YouTube Listen to this post's Podcast by Dave Kahle If you’re paying your sales reps straight commission, you’re using an obsolete formula.If you’re paying your sales reps a straight salary, you’re also using an obsolete...
by Dave Kahle | Jun 22, 2021 | Leadership-Entrepreneurs & Executives, Leadership-General, Leadership-Sales Management
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 | Feb 2, 2021 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
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...
by Dave Kahle | Jan 5, 2021 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
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...
by Kahle Wisdom | Dec 9, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
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...
