by Kahle Wisdom | Nov 2, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to actually do what they know is the right strategy? Answer: You are up against a problem that goes back to the...
by Kahle Wisdom | Nov 1, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the...
by Kahle Wisdom | Oct 14, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
The sales structure is the sum total of all the policies, guidelines, procedures and tools your company uses in its sales effort. It’s everything about how your company sells, other than the people themselves. For example, your compensation plan is part of the...
by Kahle Wisdom | Oct 3, 2015 | Kingdom issues, Sales Managers/Sales Leaders
There is a spectrum on which Christian businesses and Christian business people can be placed to identify their relative position regarding the degree to which “Christianity” influences their business. See where you fall on the spectrum. On one end of the spectrum is...
by Kahle Wisdom | Oct 3, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I like the idea of setting goals for personal improvement, not only with my sales people, but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? Answer: Sure. This is one of my hot...
by Kahle Wisdom | Oct 2, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Q: How often should a sales manager visit the customers? A: There are a couple of ways to answer the question. From one perspective, as a sales manager, you need to have your own relationship with good customers in your area of responsibility. There are several...
