by Kahle Wisdom | Mar 24, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: I’d like to provide my sales people (and all the employees) information on costs, profits, etc. so that they have a healthy understanding and respect for our owner’s investment and risk as well as their value. Any suggestions as to how to go about it?...
by Kahle Wisdom | Mar 1, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past but are no longer effective. The past is everything that’s pre-2012. I still recall a poignant...
by Kahle Wisdom | Feb 20, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Christian-Leadership
Before you respond by lecturing me on the wisdom of setting goals, you should know that I am committed to the process of goal setting as a best practice for a number of different business expressions. Goal-setting, for example, is at the heart of our Kahle Way® Sales...
by Kahle Wisdom | Jan 18, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that will bring them the maximum...
by Kahle Wisdom | Jan 12, 2017 | Leadership-Business, Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Goal-setting is one of those hallowed practices that belong in every leader’s arsenal. We’ve all heard that people who set goals are far more successful than those who don’t. And every well-run business has a policy and a practice of setting annual goals for its...
by Kahle Wisdom | Dec 20, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
“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 am...
