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Is “On The Job” Training the Best Way to  Develop a Sales Person?

Is “On The Job” Training the Best Way to Develop a Sales Person?

by Kahle Wisdom | Nov 29, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

In our surveys,  CEOs indicate “on the job” training as the predominant method of developing sales people.  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...
Sales Leader’s Q & A: Goals in an Uncertain Economy

Sales Leader’s Q & A: Goals in an Uncertain Economy

by Kahle Wisdom | Nov 29, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem.  The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
Penalize sales people?

Penalize sales people?

by Kahle Wisdom | Nov 23, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

Question: Our president recently suggested that we penalize the sales people for not meeting their goals by taking commissions away from them. Do you have any thoughts? Answer: Wow.  My initial reaction is that it sounds so harsh.  Put that way, and you are liable to...
Sales Leader’s Q & A: Goals in an Uncertain Economy

Is it Time to Concentrate on Sales Productivity?

by Kahle Wisdom | Nov 20, 2018 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales Systems

Sales productivity may be a new concept for many sales executives.  “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be...
Sales Leader’s Q&A: Sales person losing interest

Sales Leader’s Q&A: Sales person losing interest

by Kahle Wisdom | Oct 17, 2018 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders

Question: How can I help an experienced sales person regain his interest in the job? Answer: It sounds like you have someone who is just going through the motions.  That can be deadly for the career of a sales person, as well as detrimental to the company. One of the...
Are you threatened by other people’s ideas? (WAS-101)

Are you threatened by other people’s ideas? (WAS-101)

by Kahle Wisdom | Sep 14, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

Intro:  In order for an individual or a society to reach its potential, it must continuously grow and develop. That requires consistent, methodical exposure to new ideas. Unfortunately, many people have arrested their development by remaining within their status quos....
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