by Kahle Wisdom | Jul 4, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year, I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it...
by Kahle Wisdom | Jun 30, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
How can I help an experienced sales person regain his interest in the job? It sounds like you have someone who is just going through the motions. That can be deadly for the career of a sales person, as well as detrimental to the company. One of the challenges of a...
by Kahle Wisdom | Jun 14, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In this series of posts, we’re dealing with words that make people uncomfortable. We’ve talked about ‘personal responsibility,’ ‘humility,’ and ‘discipline.’ In this post, we’re going to examine another of that series of words that a significant percentage of the...
by Kahle Wisdom | Jun 13, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Oops! Got a sales meeting coming up in two weeks, better get ready for it. Let’s see, what should we do? I’ll go over last month’s numbers, that’ll take a half hour. Then…I know! The credit manager has been complaining about the state of receivables lately. I’ll...
by Kahle Wisdom | Apr 27, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session. The response? Blank stares. Some uncomfortable fidgeting. Nothing anywhere close to a coherent, persuasive...
by Kahle Wisdom | Apr 15, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: We are discussing the role of the sales person in collecting bad paying accounts. We don’t want to turn the sales people into collection agents, but we do see a role for them. What are your thoughts? Answer: This is one of those questions that come up...
