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A Fresh, Nuanced Approach to Goal Setting: Introducing “FOFS”

A Fresh, Nuanced Approach to Goal Setting: Introducing “FOFS”

by Kahle Wisdom | Jan 12, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

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...
Do You Have a Selling System?

Do You Have a Selling System?

by Kahle Wisdom | Dec 20, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced sales people.  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...

Sales Leader’s Q & A: Switching pay plans

by Kahle Wisdom | Dec 20, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

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:  Anytime you make changes to a sales person’s compensation plan, you are playing with fire.  Any adjustments require that you be...
Qualities of a Great Business Leader:  #7 — Courage

Qualities of a Great Business Leader: #7 — Courage

by Kahle Wisdom | Dec 10, 2016 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

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.  ...
The Flip Side to Customer Relationships

The Flip Side to Customer Relationships

by Kahle Wisdom | Nov 21, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

Customer Relationships In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can be of utmost importance. Customer relationships are at the heart of selling. It doesn’t take long in the business to...

Sales Leader’s Q & A: Black Hat/ White Hat

by Kahle Wisdom | Nov 21, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

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”...
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