by Kahle Wisdom | May 13, 2016 | Leadership-General, Leadership-Sales Force, Leadership-Sales Management
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople. The client was an HVAC commercial contractor. The...
by Kahle Wisdom | Apr 28, 2016 | Leadership-Sales Management, Christian-Kingdom issues
I was recently interviewing a mature Christian business person for one of the spots in my Truth@Work Business Roundtables. “Tell me about your spiritual journey,” I suggested. He launched into a description of his local church, and the various roles he played in...
by Kahle Wisdom | Apr 27, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
“Why should someone spend time with you?” That was the question I asked the six sales people who were the subjects of an intense week-long training session. The response? Blank stares. Some uncomfortable fidgeting. Nothing anywhere close to a coherent, persuasive...
by Kahle Wisdom | Apr 26, 2016 | Leadership-Sales Management, Christian-Kingdom issues
(c) Morris E. Ruddick Making God your Senior Partner is a lot more than lip-service. It entails proactive planning with the Holy Spirit. That means input and guidance from the Lord on decisions. That requires consciously hearing from God. One of the distinctive...
by Kahle Wisdom | Apr 15, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: We are discussing the role of the sales person in collecting bad paying accounts. We don’t want to turn the sales people into collection agents, but we do see a role for them. What are your thoughts? Answer: This is one of those questions that come up...
by Kahle Wisdom | Apr 4, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing?...
