by Kahle Wisdom | Feb 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Christian-Leadership
What may be the single most important predictor of an organization’s long term survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only...
by Kahle Wisdom | Feb 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
We’ve all done it. Promoted a good sales person, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results. And the sales managers...
by Kahle Wisdom | Feb 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? Answer: Great question. Let me answer in two ways. First, from a purely theoretical perspective, a professional sales person...
by Kahle Wisdom | Feb 14, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
by Kahle Wisdom | Feb 14, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four-page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Jan 30, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: We do not want to turn sales people into collection agents, but there certainly is a role that sales people can play in the process. Do you have any thoughts? Answer: Yes, I do. Like you, I don’t want to turn sales people into collection agents. Let’s...
