by Kahle Wisdom | Apr 11, 2019 | Entrepreneurs & Executives, Sales Force Issues
Question: I have long enjoyed your articles. I am in my second year of being a full commission salesman and wanted to get your advice. When I make an onsite visit or pick up the 500 pound phone and call the customer, I feel like I am begging for work… asking the...
by Kahle Wisdom | Apr 11, 2019 | Sales Force Issues
Reprinted with permission of the publisher from HOW TO SELL ANYTHING TO ANYONE ANYTIME© 2011 Dave Kahle Published by Career Press, Pompton Plains, NJ. 800-227-3371. All rights reserved. Now that I’ve punctured your misconceptions about what sales is, and given you...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Hiring an effective sales person is one of management’s most difficult tasks. That’s because 90% of the person you hire is hidden beneath the surface. When interviewing a hiring candidate or coaching an employee, it’s helpful to visualize the image of an iceberg with...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Lest we forget… I wrote this article in the aftermath of the 9.11 terrorists attacks, and thought it might have some relevance for balance in your life today. A personal note from Dave Kahle I hope you’ll forgive my short deviation from purely business issues,...
by Kahle Wisdom | Apr 10, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: What is the ideal number of sales representatives that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” Compensation It depends, first, on the type of compensation plan that is used...
by Kahle Wisdom | Apr 5, 2019 | Sales Force Issues
The idea of entertaining your customers is often a after-thought for many sales people. From my experience, strategically entertaining your customers is one of the best things you do. Join me to unpack this issue, and gain several ‘how-to- tips....
by Kahle Wisdom | Mar 13, 2019 | Sales Force Issues
We all know it — customers have less time to see salespeople today than ever before. They have too much to do and not enough time in which to do it. That makes the job of the field sales person much more difficult. That’s why the...
by Kahle Wisdom | Mar 12, 2019 | Entrepreneurs & Executives, Sales Force Issues
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Mar 6, 2019 | Sales Force Issues
Does this sound familiar? You have more customers to take care of, more variety of products and services to sell, more information to manage, and more meetings to go to today than you did a year or so ago. Welcome to the compressed, chaotic job that is the life of...
by Kahle Wisdom | Mar 6, 2019 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: 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? Answer: Yes. I just had a phone conversation with a client who had a familiar story to tell. He had built...
