by Kahle Wisdom | May 22, 2018 | Entrepreneurs & Executives, Professional B2B Salespeople, Sales Managers/Sales Leaders
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the salespeople and their customers are frequently filtered through the perspective of the...
by Kahle Wisdom | May 22, 2018 | Professional B2B Salespeople, Sales Force Issues
“Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all-time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a...
by Kahle Wisdom | May 22, 2018 | Sales Force Issues
Question: How do I ensure that I get the last look in a competitive bid situation? Answer: This is a question that I’m often asked. In a lot of industries, particularly those involved in construction, government purchases and large-volume manufacturing, most of the...
by Kahle Wisdom | May 7, 2018 | Christian Businesspeople, Kingdom issues
It is, but you might not know it. Let me explain. The very first words God spoke to Adam were to charge him with a lifetime purpose (work the Garden and keep it) and then to give him a job, within that greater purpose (name the animals.) God then worked with Adam to...
by Kahle Wisdom | May 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
I’m often asked to help a company refine their sales force compensation plans. As a consulting company, that’s work that we regularly do. I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system....
by Kahle Wisdom | May 7, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I have three new salespeople and a handful of more experienced reps. I find myself spending a disproportionate amount of time with the new guys, and, therefore, ignoring the others. Is this OK? Or should I spread my coaching time around to be equally...
by Kahle Wisdom | May 7, 2018 | Sales Force Issues
Question: I’m one of those sales people who haven’t spent $20.00 this year on a book or seminar to improve myself. I just don’t want to go to the trouble. I believe that I can learn sufficiently on the job, and I’m tired of going to school. Should I feel bad?...
by Kahle Wisdom | Apr 27, 2018 | Christian Businesspeople, Podcasts
Most Christians today consider business to be outside the scope of Christianity. It’s God first and family second. But, what if the Bible knew no distinction between family and business? Dig into the scriptures with me. Your views of business will never be...
by Kahle Wisdom | Apr 24, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Q: I sell advertising for a local newspaper. In our sales compensation plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a...
by Kahle Wisdom | Apr 24, 2018 | Entrepreneurs & Executives, Sales Force Issues
“My customers seem to have less time available for me than before. They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied. What can I do about this?” Sound familiar? It’s a question that I am hearing more and more often. ...
