by Dave Kahle | Nov 21, 2019 | Lead Better, Manage Better
I just had a conversation with a sales manager at my last seminar. The gist of it is this: he has so many competing responsibilities; it is difficult to spend time with his sales team. Sound familiar? It should. I have heard that idea expressed countless times by...
by Kahle Wisdom | Aug 19, 2019 | Manage Better, Sell Better
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 | Feb 19, 2019 | Lead Better, Manage Better
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 | Dec 26, 2018 | Lead Better, Manage Better
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
by Kahle Wisdom | Aug 20, 2018 | Lead Better, Manage Better
Sales meeting don’t have to be boring. You can organize better sales meetings with just a little bit of revised thinking. Question: Please advise on how to make weekly sales meetings “kick.” Need some help in supercharging my boring sales meetings. Can you lend...
