by Kahle Wisdom | Aug 16, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Which of these two choices is more likely to result in an effective salesperson? A. Hiring someone with technical expertise or industry experience and training them to become a salesperson, B. Hiring someone with sales aptitude, and training them in the...
by Kahle Wisdom | Aug 10, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Q: In regards to working on a big new project with a prospect, we showed huge savings and better operation. The customer gave all our information to the current supplier and they matched it. Is it ok to go above the buyer’s head? Q: One of my salespeople just spent a...
by Kahle Wisdom | Aug 10, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management, Christian-Leadership
Question: The thing that distinguishes us from our competition is service. How do I make service more tangible to our customer? Answer: This is a great question because it is so common. Let’s put it into perspective. Believe it or not, almost every company I deal...
by Kahle Wisdom | Jul 11, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Question: I like the idea of setting goals for personal improvement, not only with my sales people, but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? Answer: Sure. This is one of my hot...
by Kahle Wisdom | Jul 10, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
I was in the depths of a major depression. As a third year sales person with a good company, I was doing well, and was on my way to becoming the top sales person in the nation for that company. But business had slowed down a little, and I didn’t have my usual...
by Kahle Wisdom | Jun 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Our business has been struggling for the last year or so. Several of my salespeople are just not producing. I’m not sure I can continue to work with them. When do I decide to terminate their employment? Answer: Wouldn’t it be nice if we didn’t have to ask...
