by Kahle Wisdom | Nov 20, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Are successful sales people made or born? It is the eternal question: the sales manager’s version of nature versus nurture.Since I spend most of my time teaching sales people how to become better at their jobs, I’m 100 percent in the “made” camp. There are best...
by Kahle Wisdom | Nov 20, 2015 | Leadership-Sales Force
“You should have an objective for every sales call.” That’s a bit of sage wisdom that we have all heard, probably multiple times, throughout our sales careers. Unfortunately, I disagree. I believe you should have four objectives for every sales call. Every sales...
by Kahle Wisdom | Nov 2, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: My sales people 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 actually do what they know is the right strategy? Answer: You are up against a problem that goes back to the...
by Kahle Wisdom | Oct 27, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: Our “A” customers do 90% of our business. How much time or effort would you put into your “B” customers to bring them up to “A” customers? Answer: This is the kind of question I field in almost every one of my seminars. The answer is a little more complex...
by Kahle Wisdom | Oct 27, 2015 | Leadership-Entrepreneurs & Executives
Question: I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a sales person trying to become a sales manager. What steps should I try taking first? Answer: Good question. I’m sure...
