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Sales Leader’s Q & A:  Whiners?

Sales Leader’s Q & A: Whiners?

by Kahle Wisdom | Feb 14, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you.  I had my share of whiners in my days as...
Sales Leader’s Q&A: Salespeople and Comfort Zones

Sales Leader’s Q&A: Salespeople and Comfort Zones

by Kahle Wisdom | Jan 30, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Q: Do you have any suggestions that will help our local sales reps provide increased value across all markets?  Stretch out of their market comfort zones? A: Ah, comfort zones and salespeople.  They are the bane of the B2B salesperson.  I believe that the loss of...
The slipperiness of corporate culture – Three keys to success

The slipperiness of corporate culture – Three keys to success

by Kahle Wisdom | Jan 30, 2019 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders

Building a successful business requires serious focus on four fundamental components.  Those include the three elements of infrastructure:  Systems, people and money, and the thing that ties those three together and empowers them to reach their potential:  corporate...
Sales Leader’s Q&A: Salesperson who paints the company in a  bad light.

Sales Leader’s Q&A: Salesperson who paints the company in a bad light.

by Kahle Wisdom | Jan 19, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear the “white hat” and...

Hiring a Sales Person is Like Looking at the Tip of the Iceberg.

by Kahle Wisdom | Jan 3, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with 10% visible above the surface, and 90% invisible below the surface: The visible 10% is necessary, but limited information: *  Skills *  Experience...
Changing Commissions

Changing Commissions

by Kahle Wisdom | Dec 26, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question:  How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire.  Any adjustments require that you be...
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