(616) 451-9377 info@davekahle.com
  • Facebook
  • Twitter
  • RSS
  • Facebook
  • Twitter
  • RSS
  • Contact Us
  • Professional B2B Salespeople
  • Sales Managers/Sales Leaders
  • Entrepreneurs & Executives
  • Christian Businesspeople
  • Kingdom issues
Dave Kahle Wisdom
  • Xi Community
  • FREE Resources
  • BLOG
  • Podcasts
  • About Dave
  • Books and Ebooks
    • How to Sell Anything to Anyone Anytime – Book
    • First Steps to Success in Outside Sales – Book
    • Excel at Distributor Sales- Book TEMP DELETE
    • Question Your Way to Sales Success — Book
    • 11 Secrets of Time Management
    • Transforming Your Sales Force for the 21st Century
    • Heart of a Christian Sales Person – Book
    • Is the Institutional Church Really the Church? — Book
    • The Good Book on Business
  • Online Training
  • Sales Force
  • Sales Systems
  • Biblical Businesses
  • Speaking
  • Consulting
  • Assessments – Screening New Hires
  • Assessments – Profiling Current Employees
  • Permissions Policy
Select Page
Sales Force Compensation Plans

Sales Force Compensation Plans

by Dave Kahle | Jun 22, 2021 | Entrepreneurs & Executives, Leadership, Professional B2B Salespeople, Sales Managers/Sales Leaders

Q. We are intent on revising our decades-old sales force compensation plan. Management is divided.  One half favors straight commission, and the other doesn’t.  What are your thoughts? A. In my work as a sales consultant, I am routinely involved in helping my clients...
Habits and Self-Image of Salespeople

Habits and Self-Image of Salespeople

by Dave Kahle | Jun 3, 2021 | Leadership, Professional B2B Salespeople

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople 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...
Is it Time to Concentrate on Sales Productivity?

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...
Sales Leader’s Q&A:  Untouchable Sales People

Sales Leader’s Q&A: Untouchable Sales People

by Kahle Wisdom | Jun 15, 2017 | Leadership, Sales Force Issues, Sales Managers/Sales Leaders

Question: I am currently working in a family business. For about ten years, sales have been decreasing.  I was just appointed as the head of sales.  I have several sales people who have been with the company for 30-40 years.  They simply refuse any system or training...
Stop the Bleeding!  The Biggest Unacknowledged Cost of Sales

Stop the Bleeding! The Biggest Unacknowledged Cost of Sales

by Kahle Wisdom | May 13, 2016 | Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales Principles and Practices

The following scenario plays over and over again in every one of your sales territories every day.  And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople.  The client was an HVAC commercial contractor.  The...
« Older Entries

What would a weekly bit of inspiration, education and motivation every week mean to you? Subscribe to Dave’s Ezines. Learn more here.

Listen to all of Dave’s Free Podcasts here

Recent Posts

  • Hiring a Star Salesperson- What to Look For
  • Hiring a Superstar Salesperson -2
  • Servant Leadership
  • Best Practice #25: Maintaining good sales records about customers by using an ‘account profile’ and ‘personal profile’ for every account.
  • Q&A: Manage an Unmanageable Salesforce?

Categories

Archives

search

  • Seeking a Richer, Fuller Life?

Designed by Elegant Themes | Powered by WordPress