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Sales Managers’ Most Common Mistakes — #3

Sales Managers’ Most Common Mistakes — #3

by Kahle Wisdom | Jul 24, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals.   The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of...
Serious about Your Job?

Serious about Your Job?

by Kahle Wisdom | Jun 26, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

“I wish my people were more professional,” executives and managers often commiserate to me.  Even with those who don’t voice it, that unspoken yearning often hovers just-under-the-surface of their conversation. Ah, if only the people around us were more professional. ...
Sales Leader’s Q&A:  No budget (QA-SM-27)

Sales Leader’s Q&A: No budget (QA-SM-27)

by Kahle Wisdom | Jun 19, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: I started a new company one year ago and I have a shoe string budget.  I’m unable to pay for any sales courses at this point in my business, but I have been able to read a few books on sales.  What would you do in my position to attract customers and build...
Sales Managers’ Most Common Mistakes — #3

Sales Managers’ Most Common Mistakes – #1

by Kahle Wisdom | May 22, 2018 | Entrepreneurs & Executives, Professional B2B Salespeople, Sales Managers/Sales Leaders

In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the salespeople and their customers are frequently filtered through the perspective of the...
More Than Just Compensation to Unleash a Sales Force!

More Than Just Compensation to Unleash a Sales Force!

by Kahle Wisdom | May 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

I’m often asked to help a company refine their sales force compensation plans.  As a consulting company, that’s work that we regularly do.  I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system....
Sales Leader’s Q & A: Spreading Around Coaching Time

Sales Leader’s Q & A: Spreading Around Coaching Time

by Kahle Wisdom | May 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: I have three new salespeople and a handful of more experienced reps.  I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others.  Is this OK?  Or should I spread my coaching time around to be equally...
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