by Kahle Wisdom | Aug 20, 2018 | Leadership-Sales Force
In our fast-paced 21st Century economy, field salespeople must make effective use of their time, And that means disciplined strategic planning for salespeople. “Ready, shoot, aim.” Unfortunately, that’s the all too common description of the field sales person’s modus...
by Kahle Wisdom | Jul 24, 2018 | Leadership-Sales Force
Question: How do you deal with a difficult customer who owes you money and constantly draws you out by hanging the money he owes you over your head? This customer also requires three times more service than most of our other customers. Answer: It sounds like this...
by Kahle Wisdom | Jul 24, 2018 | Leadership-Sales Force
Planning is one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big game? Can you imagine a...
by Kahle Wisdom | Jun 26, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
“I wish my people were more professional,” executives and managers often commiserate to me. Even with those who don’t voice it, that unspoken yearning often hovers just-under-the-surface of their conversation. Ah, if only the people around us were more professional. ...
by Kahle Wisdom | Jun 25, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: What do I do when my goals don’t match the company’s goals for me? Answer: I can look at this is in two ways – expressing two different situations. In the first, there is a legitimate difference in the expectations for a sales person, but a basic agreement...
by Kahle Wisdom | Jun 19, 2018 | Leadership-Sales Force
“Selling is more challenging now than it was just a couple of years ago.” Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: “And it will be more...
