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On Fielding a Directable Sales Force

On Fielding a Directable Sales Force

by Kahle Wisdom | Jul 14, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Not long ago I was speaking at a national sales meeting for a large regional distributor.  The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor.  At the coffee break, we struck up a...
Leverage – one key to taking your business to a higher level

Leverage – one key to taking your business to a higher level

by Kahle Wisdom | Jul 13, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Definition Leverage revolves around the idea of multiplying the effects of some...
Sales Leaders Q & A: The right time for sales training

Sales Leaders Q & A: The right time for sales training

by Kahle Wisdom | Jul 4, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question:  I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate.  Looking at our calendar this year, I am coming to the same conclusion.  Am I ever going to have time to do sales training? Will it...

Sales Leaders Q&A: Lost interest

by Kahle Wisdom | Jun 30, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

How can I help an experienced sales person regain his interest in the job? It sounds like you have someone who is just going through the motions.  That can be deadly for the career of a sales person, as well as detrimental to the company.  One of the challenges of a...
Uncomfortable Words #4:  Commitment

Uncomfortable Words #4: Commitment

by Kahle Wisdom | Jun 14, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

In this series of posts, we’re dealing with words that make people uncomfortable.  We’ve talked about ‘personal responsibility,’ ‘humility,’ and ‘discipline.’  In this post, we’re going to examine another of that series of words that a significant percentage of the...
The Secret Strategy for Meaningful Sales Meetings

The Secret Strategy for Meaningful Sales Meetings

by Kahle Wisdom | Jun 13, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Oops!  Got a sales meeting coming up in two weeks, better get ready for it.  Let’s see, what should we do?  I’ll go over last month’s numbers, that’ll take a half hour.  Then…I know!  The credit manager has been complaining about the state of receivables lately.  I’ll...
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