by Kahle Wisdom | Jul 7, 2022 | Podcasts
It’s one of the most common laments I hear from principals and sales managers: “I wish I had a more professional sales force.” No doubt that thought has passed through your mind at some time in the recent past. You’re not alone, of...
by Dave Kahle | Jul 6, 2022 | Leadership - Sales Force, Leadership - Sales Management
Excerpted from Chapter 13 of Transforming Your Sales Force for the 21st Century, by Dave Kahle One of the higher-order sales leader’s initiatives is this: To encourage your sales team to strive for mastery. The dictionary defines mastery as this: to become an expert...
by Dave Kahle | Jul 5, 2022 | Sales - Miscellaneous
Question and Answer By Dave Kahle Q. You’ve said on several occasions that the most important part of my job is interacting with the customers. How important is it to spend time with the customers out of the office, and what percentage of time should I spend doing...
by Dave Kahle | Jul 4, 2022 | Xian - Business
I just closed a zoom meeting with one of my clients. He told me this short story. He recently took a promotion to the corporate office. Word had gotten around the new environment that he started his meetings with a prayer. Out of the blue, a co-worker asked if he...
by Kahle Wisdom | Jun 30, 2022 | Podcasts
Here’s my response to this question: How can we get inside sales to do some proactive sales activities each day? We want our inside sales people to use some of their time to shift into the proactive mode to make outbound phone contact to existing and...
by Kahle Wisdom | Jun 23, 2022 | Podcasts
Listen to my reply to this question: “Q. Dave, I’m from outside the industry, and am accustomed to what I see as a much more professional sales force than what I currently have. Am I off-base in expecting a professional group of...
by Dave Kahle | Jun 13, 2022 | Professional B2B Salespeople, Sales Force Issues
One of my Ezine subscribers recently sent me this question: “I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. In this economy, especially, it’s difficult to stay positive. Any suggestions?”...
by Kahle Wisdom | Jun 9, 2022 | Podcasts
: “Lack of directability is one of the problems common to sales forces. That means the sales force rarely does what management wants them to do. Instead, they do what they have always done, or they work only in their own best interests instead of the...
by Dave Kahle | Jun 5, 2022 | Leadership - Business Measurements eBook
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by Kahle Wisdom | Jun 2, 2022 | Podcasts
Lots of people understand ‘productivity’, and ‘sales’ is easily understood, but when you put the two words together, the concept often becomes baffling. Sales Productivity can be the key to growing your business and taking market...
