by Kahle Wisdom | Mar 6, 2019 | Lead Better, Manage Better
Question: I’m frustrated. My sales force just doesn’t seem to be motivated. They agree with me at sales meetings, but then don’t follow through. Any ideas? Answer: Yes. I just had a phone conversation with a client who had a familiar story to tell. He had built...
by Kahle Wisdom | Feb 19, 2019 | Building Biblical Businesses, Lead Better, Manage Better
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 | Lead Better, Manage Better
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 14, 2019 | Lead Better, Manage Better
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 | Jan 30, 2019 | Lead Better, Manage Better
Question: Do you have any suggestions that will help our local sales reps provide increased value across all markets? Stretch out of their market comfort zones? Answer: Ah, comfort zones. The bane of the B2B sales person. I believe that the loss of productivity and...
by Kahle Wisdom | Jan 30, 2019 | Building Biblical Businesses, Lead Better, Manage Better
Building a successful business requires serious focus on four fundamental components. Those include the three elements of infrastructure: Systems, people and money, and the thing that ties those three together and empowers them to reach their potential: corporate...
