by Kahle Wisdom | Feb 1, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
by Kahle Wisdom | Jan 3, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Are sales people made or born? Answer: I field this question, in one form or other, in almost every seminar I do. Just heard it again yesterday in relationship to the competency of building relationships. The questioner opined that building relationships...
by Kahle Wisdom | Dec 22, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force
Question: My boss recently decided that we must call prospects once every hour, every day, until we get a yes or no, regardless of what they say, or if it’s voicemail. What’s your opinion of this? Answer: I really think there are two questions here. The first has to...
by Kahle Wisdom | Nov 13, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In our surveys, CEOs indicate “on the job” training as the predominant method of developing sales people. 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 Kahle Wisdom | Oct 18, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Sales management is too important to not do it better In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force.Those companies...
