by Kahle Wisdom | Feb 14, 2019 | Lead Better, Manage Better
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
by Kahle Wisdom | Jan 30, 2019 | Lead Better, Manage Better
Question: Do you have any suggestions that will help our local sales reps provide increased value across all markets? Stretch out of their market comfort zones? Answer: Ah, comfort zones. The bane of the B2B sales person. I believe that the loss of productivity and...
by Kahle Wisdom | Jan 30, 2019 | Building Biblical Businesses, Lead Better, Manage Better
Building a successful business requires serious focus on four fundamental components. Those include the three elements of infrastructure: Systems, people and money, and the thing that ties those three together and empowers them to reach their potential: corporate...
by Kahle Wisdom | Jan 19, 2019 | Lead Better, Manage Better
Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear the “white hat” and...
by Kahle Wisdom | Jan 3, 2019 | Lead Better, Manage Better
When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with 10% visible above the surface, and 90% invisible below the surface: The visible 10% is necessary, but limited information: * Skills * Experience...
by Kahle Wisdom | Dec 26, 2018 | Lead Better, Manage Better
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
