by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Hiring an effective sales person is one of management’s most difficult tasks. That’s because 90% of the person you hire is hidden beneath the surface. When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Lest we forget… I wrote this article in the aftermath of the 9.11 terrorists attacks, and thought it might have some relevance for balance in your life today. A personal note from Dave Kahle I hope you’ll forgive my short deviation from purely business issues,...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: What is the ideal number of sales representatives that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” Compensation It depends, first, on the type of compensation plan that is used...
by Kahle Wisdom | Mar 6, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I’m frustrated. My sales force just doesn’t seem to be motivated. They agree with me at sales meetings, but then don’t follow through. Any ideas? Answer: Yes. I just had a phone conversation with a client who had a familiar story to tell. He had built...
by Kahle Wisdom | Feb 19, 2019 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
What may be the single most important predictor of an organization’s long term survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the consistent practice of learning is the only...
by Kahle Wisdom | Feb 19, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
We’ve all done it. Promoted a good sales person, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results. And the sales managers...
