by Kahle Wisdom | Nov 13, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
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 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
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 27, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
If you’re paying your sales reps straight commission, you’re using an obsolete formula. If you’re paying your sales reps a straight salary, you’re also using an obsolete formula. Both of those formulas are vestiges of an earlier, simpler time....
by Kahle Wisdom | Oct 25, 2017 | 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 the new millennium. Take that rapid change and add to it growing competition, increasing complexity,...
by Kahle Wisdom | Oct 18, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Sales management is too important to not do it better In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force. Those...
by Kahle Wisdom | Oct 17, 2017 | Christian Businesspeople, Sales Managers/Sales Leaders
“But as for me and my household, we will serve the Lord.” (Joshua 24:15) In his parting address to the Hebrews, whom he has led for most of his life, Joshua declares the commitment upon which he has lived his life. He will serve the Lord. Note that his commitment is...
