by Kahle Wisdom | Feb 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try? Answer: Great question. Let me answer in two ways. First, from a purely theoretical perspective, a professional sales person...
by Kahle Wisdom | Feb 19, 2019 | Leadership-Sales Force
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good...
by Kahle Wisdom | Feb 14, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
In my first professional, full-time sales position, the company brought all the new sales people to a six-week training class in Mill Valley, California. There, we memorized three, four-page, single-spaced sales presentations. Most days consisted of practicing those...
by Kahle Wisdom | Jan 30, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: We do not want to turn sales people into collection agents, but there certainly is a role that sales people can play in the process. Do you have any thoughts? Answer: Yes, I do. Like you, I don’t want to turn sales people into collection agents. Let’s...
by Kahle Wisdom | Jan 30, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Best practices for salespeople? One of the most debilitating myths about the sales profession is this: Sales people can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that...
by Kahle Wisdom | Jan 30, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Excerpted from Chapter Seventeen, Question Your Way to Sales Success, by Dave Kahle In part one of this series, I made the point that thinking better is the ultimate success skill for a sales person, and that good thinking always came from asking yourself the right...
