by Kahle Wisdom | Dec 9, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In our surveys, CEOs indicate “on-the-job” training as the predominant method of developing salespeople. If everyone is doing it, it must be OK, right? I don’t think so. See if this sounds familiar. You are ready to expand your sales force, so you hire a nice guy...
by Dave Kahle | May 1, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In an earlier article, I suggested some business strategies for effectively handling the changes wrought by the pandemic. My recommendation was to instill a set of practices that would keep you, personally, at the top of your game. In the second article of this...
by Dave Kahle | Mar 19, 2020 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Q. Is there a proactive way to implement a program from manufacturers to encourage distributors to have their sales force sell our product instead of another? My intention is to have the salesperson give quotes for our product more frequently? And how can we appeal to...
by Kahle Wisdom | Aug 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
One of the fundamental principles that I’ve held to for my career in sales is this: One of the best things a sales manager can do is make joint sales calls with his/her sales people. While I continue to believe that, I received an email from an Ezine subscriber some...
by Kahle Wisdom | Jun 24, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal setting is a...