by Kahle Wisdom | Apr 10, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Hiring an effective sales person is one of management’s most difficult tasks. That’s because 90% of the person you hire is hidden beneath the surface. When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with...
by Kahle Wisdom | Mar 12, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Mar 6, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
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 | Feb 19, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
We’ve all done it. Promoted a good sales person, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results. And the sales managers...
by Kahle Wisdom | Feb 14, 2019 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...