Hiring a Star Salesperson- What to Look For

We’d all like to hire superstar salespeople. The problem is spotting one in the interview process. What do you look for?  In this, one of a series on the qualities of character of superstar salespeople, I share my number three recommendation:  Th...

Hiring a Superstar Salesperson -2

We’d all like to hire a superstar salesperson.  But we often look for the wrong things in the interview process.  Instead of product or industry knowledge, we should look for qualities of character.  Here’s my second characteristics of...

Servant Leadership

Companies  lead by Servant Leaders more than double the return on investment when compared to other management styles.  In this interview with author Max Cates, we dig into the nuts and bolts of servant leadership Serve, Lead, Succeed — Book by Max...
Q&A: Manage an Unmanageable Salesforce?

Q&A: Manage an Unmanageable Salesforce?

by Dave Kahle Question and Answer:Manage A Salesforce that is Not Manageable? Q.  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?           A.  Yes.  I just had a...

How to Hire a Superstar Salesperson

If you can hire a superstar salesperson, your life will be easier and you’ll look like a hero.  Easier said than done.  In this podcast, I share what to not look for, and share one of six things I look for in a sales hire. The Kahle Way B2B Selling...

Is It Time to Measure Sales Productivity?

Sales productivity may be a new concept for many sales executives.  “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales...

Unshakeable Work Ethic

Great business leaders invariably exhibit the same qualities of character. In this first of series, I look at the qualities of character that mark great leaders, with a deep dive into the first:  An unshakeable work ethic. Let’s unpack that. The Xi...

Are You Humble?

In this sixth of a series on the character traits of successful business leaders, I identify one that might be surprising.  It is, however, incredibly powerful – humility. Humility is often misunderstood.  In this podcast, I describe it, and show how it is a...

Unwavering Self-Control

The best business leaders have acquired a similar set of skills.  Without this set of character traits, it is difficult to lead a growing organization.  In this series, I uncover a key set of character traits for great business leaders.  This is number...