by Kahle Wisdom | Apr 24, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Q: I sell advertising for a local newspaper. In our sales compensation plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a...
by Kahle Wisdom | Apr 24, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Every manager has, or will, confront this troublesome issue — it is a common challenge for folks who are charged with improving sales. It’s arisen in almost every workshop for sales managers or branch managers I’ve done. One or more of your sales people has...
by Kahle Wisdom | Apr 9, 2018 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
My wife is a crises counselor. You would think that, by the very nature of the word crises, she would see a continually changing group of clients who were dealing with the occasional crises. Not so. She frequently engages with the same group of folks who lurch from...
by Kahle Wisdom | Mar 22, 2018 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
Are things changing rapidly in your business? Silly question, isn’t it? Of course they are changing. Rapid change is the distinguishing characteristic of our age. Take that rapid change and add to it growing competition, increasing complexity, consolidations at...
by Kahle Wisdom | Mar 15, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Question: I’ve read your ideas about the need to invest in developing myself. Can you quantify that? How much time and money should I spend on my own education? Answer: Now that‘s a question I’m rarely asked. Its refreshing to receive it. I’m assuming that you are...
by Kahle Wisdom | Mar 15, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?”...
