by Kahle Wisdom | Jan 3, 2018 | Leadership-Sales Management, Christian-Leadership
In a previous post, I wrote that qualities of character in the CEO were a more important indicator of business success than the business model. In this, and the next few posts, I’m going to share those qualities that I believe mark a great business leader. First, a...
by Kahle Wisdom | Jan 3, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Are sales people made or born? Answer: I field this question, in one form or other, in almost every seminar I do. Just heard it again yesterday in relationship to the competency of building relationships. The questioner opined that building relationships...
by Kahle Wisdom | Nov 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Christian-Leadership
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably...
by Kahle Wisdom | Nov 13, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Kahle Wisdom | Nov 10, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
This was to be a totally different article. I intended to write about what makes a successful sales person. However, as I began to conceptualize the article, it occurred to me that I ought to begin with a definition of success. And it was there that I got...
by Kahle Wisdom | Oct 25, 2017 | Leadership-Sales Management
Are things changing rapidly in your business? Silly question, isn’t it? Of course, they are changing. Rapid change is the distinguishing characteristic of the new millennium. Take that rapid change and add to it growing competition, increasing complexity,...
