by Dave Kahle | Jun 22, 2021 | Entrepreneurs & Executives, Leadership, Professional B2B Salespeople, Sales Managers/Sales Leaders
Q. We are intent on revising our decades-old sales force compensation plan. Management is divided. One half favors straight commission, and the other doesn’t. What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients...
by Dave Kahle | Feb 2, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
We’re faced with many of our customers being very slow about paying their bills. What would you suggest? Should salespeople help with the collections? This is one of those times where the saying, “The squeaky wheel gets the grease” is very appropriate. Have...
by Dave Kahle | Jan 5, 2021 | Sales Force Issues, Sales Managers/Sales Leaders
If you haven’t read the first part of this series, I’d suggest you do so first, to gain a perspective on my comments below. If you are a business owner, executive, or manager, you may want to read the second of this series, which is written specifically for you. ...
by Dave Kahle | Jan 5, 2021 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Nervous – Part II: Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. I am not sure I can thrive in this economic downturn. Do you have any thoughts on how to respond to this? To my readers… In the last post, I responded to this...
by Kahle Wisdom | Dec 9, 2020 | Entrepreneurs & Executives, Professional B2B Salespeople, Sales Managers/Sales Leaders, Sales Principles and Practices
In our surveys, CEOs indicate “on-the-job” training as the predominant method of developing salespeople. 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 Dave Kahle | May 7, 2020 | Sales Managers/Sales Leaders
At its most fundamental level, business is always and only about three things: Money, people, and systems. There is a huge body of content revolving around money in business. Lots of books have been written and consultants’ careers advanced in the pursuit of...
