by Kahle Wisdom | Apr 24, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Q: I sell advertising for a local newspaper. In our sales compensation plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a...
by Kahle Wisdom | Apr 24, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
“My customers seem to have less time available for me than before. They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied. What can I do about this?” Sound familiar? It’s a question that I am hearing more and more often. ...
by Kahle Wisdom | Apr 9, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management, Christian-Leadership
My wife is a crises counselor. You would think that, by the very nature of the word crises, she would see a continually changing group of clients who were dealing with the occasional crises. Not so. She frequently engages with the same group of folks who lurch from...
by Kahle Wisdom | Mar 26, 2018 | Leadership-Sales Force
I’ve been pondering an email I recently received. In it, the young sales person described his most pressing challenge: The sales roller coaster. When things go well, he’s up, emotionally, and when things don’t go well, he’s down. The swings from up to down were...
by Kahle Wisdom | Mar 26, 2018 | Leadership-Sales Force
Are Successful Salespeople Born That Way? It is the eternal question, the sales manager’s version of nature versus nurture. I teach salespeople how to become better at their jobs. I believe successful salespeople are nurtured. There are best practices in the sales...
by Kahle Wisdom | Mar 22, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: Dave, I’m wearied by the preponderance of books and business advice by all these sports coaches. What’s your opinion? How many different coaches do we need to hear from? Is sports coaches advise to sales people worthwhile? Is it another example of our...
