by Dave Kahle | Jan 16, 2020 | Lead Better, Manage Better
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...
by Kahle Wisdom | Jun 24, 2019 | Lead Better, Manage Better
If you already did, focus on results. Question: My question is about the new generation of kids that are potential candidates for sales positions, or already on your sales staff. They think they deserve it all now (privileged, entitled salespeople) and are not...
by Kahle Wisdom | Mar 6, 2019 | Lead Better, Manage Better
Question: I’m frustrated. My sales force just doesn’t seem to be motivated. They agree with me at sales meetings, but then don’t follow through. Any ideas? Answer: Yes. I just had a phone conversation with a client who had a familiar story to tell. He had built...
by Kahle Wisdom | Jan 30, 2019 | Lead Better, Manage Better
Question: Do you have any suggestions that will help our local sales reps provide increased value across all markets? Stretch out of their market comfort zones? Answer: Ah, comfort zones. The bane of the B2B sales person. I believe that the loss of productivity and...
by Kahle Wisdom | May 7, 2018 | Lead Better, Manage Better
Question: I have three new sales people, and a handful of more experienced reps. I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others. Is this OK? Or should I spread my coaching time around to be equally...
