by Kahle Wisdom | Jun 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Our business has been struggling for the last year or so. Several of my salespeople are just not producing. I’m not sure I can continue to work with them. When do I decide to terminate their employment? Answer: Wouldn’t it be nice if we didn’t have to ask...
by Kahle Wisdom | Jun 19, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a...
by Kahle Wisdom | Apr 27, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management, Christian-Leadership
Stories can be powerful tools to shape behavior and dramatically communicate expectations. Wise executives continually seek for opportunities to capture and then relate a story that supports and illustrates the organization’s culture. If the story can be tied to a...
by Kahle Wisdom | Jan 18, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that will bring them the maximum...
by Kahle Wisdom | Dec 20, 2016 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
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: Anytime you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
