by Dave Kahle | Jan 5, 2021 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Nervous – Part II: Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. I am not sure I can thrive in this economic downturn. Do you have any thoughts on how to respond to this? To my readers… In the last post, I responded to this...
by Kahle Wisdom | Dec 9, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In our surveys, CEOs indicate “on-the-job” training as the predominant method of developing salespeople. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Dave Kahle | May 7, 2020 | Leadership-Sales Management
At its most fundamental level, business is always and only about three things: Money, people, and systems. There is a huge body of content revolving around money in business. Lots of books have been written and consultants’ careers advanced in the pursuit of...
by Dave Kahle | May 1, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In an earlier article, I suggested some business strategies for effectively handling the changes wrought by the pandemic. My recommendation was to instill a set of practices that would keep you, personally, at the top of your game. In the second article of this...
by Dave Kahle | Mar 19, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Q. Is there a proactive way to implement a program from manufacturers to encourage distributors to have their sales force sell our product instead of another? My intention is to have the salesperson give quotes for our product more frequently? And how can we appeal to...
by Dave Kahle | Jan 20, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.” Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation into the profession. If you’re going to be a...
