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Is it time to revise your sales compensation plan?

Is it time to revise your sales compensation plan?

by Kahle Wisdom | Oct 27, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

If you’re paying your sales reps straight commission, you’re using an obsolete formula. If you’re paying your sales reps a straight salary, you’re also using an obsolete formula. Both of those formulas are vestiges of an earlier, simpler time....
Q & A for Sales People — Call Reports (QA-S-78)

Q & A for Sales People — Call Reports (QA-S-78)

by Kahle Wisdom | Oct 25, 2017 | Sales Force Issues

Question:  What is your opinion of call reports? Answer:  It depends on what you mean by call reports. If, for example, you mean a requirement in your company that you note down somewhere – on a laptop, tablet, smart phone or piece of paper, who you called on, what...
Teaching Your Organization to Learn

Teaching Your Organization to Learn

by Kahle Wisdom | Oct 25, 2017 | Sales Managers/Sales Leaders

Are things changing rapidly in your business? Silly question, isn’t it?  Of course, they are changing.  Rapid change is the distinguishing characteristic of the new millennium. Take that rapid change and add to it growing competition, increasing complexity,...
Join our 25th Sales Management System Seminar

Join our 25th Sales Management System Seminar

by Kahle Wisdom | Oct 18, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders

Sales management is too important to not do it better            In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force. Those...
Acknowledging God in Your Foundational Documents

Acknowledging God in Your Foundational Documents

by Kahle Wisdom | Oct 17, 2017 | Christian Businesspeople, Sales Managers/Sales Leaders

“But as for me and my household, we will serve the Lord.” (Joshua 24:15) In his parting address to the Hebrews, whom he has led for most of his life, Joshua declares the commitment upon which he has lived his life.  He will serve the Lord. Note that his commitment is...
Three Keys to Handling Objections Effectively

Three Keys to Handling Objections Effectively

by Kahle Wisdom | Oct 17, 2017 | Entrepreneurs & Executives, Sales Force Issues

It’s the moment that many sales people dread.  You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do what you’ve asked...
How Many Sales Calls?

How Many Sales Calls?

by Kahle Wisdom | Oct 17, 2017 | Entrepreneurs & Executives, Sales Force Issues

Question:  How many sales calls should a salesperson make? A: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they have...
Focus, Focus, Focus

Focus, Focus, Focus

by Kahle Wisdom | Oct 17, 2017 | Christian Businesspeople, Sales Managers/Sales Leaders

“Can you boil down your advise to one word?” That’s what a seminar participant asked me.  “No,” I said, “but I can boil it down to three:  Focus, focus, focus.” I said that because I see ‘focus’ as the solution to a number of modern dilemmas.          ...
On the nagging thought that there may be a whole lot more spiritual potential in your business/career (WAS-82).

On the nagging thought that there may be a whole lot more spiritual potential in your business/career (WAS-82).

by Kahle Wisdom | Sep 25, 2017 | Christian Businesspeople, Kingdom issues

Could there be more spiritual potential in your business than you have yet realized? Almost every Christian business owner, salesperson and executive has a firm grasp on the idea of stewardship – that everything in this world including our businesses, belongs to God,...
Sales Leader’s Q & A: Inside Sales People

Sales Leader’s Q & A: Inside Sales People

by Kahle Wisdom | Sep 25, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders

  Question:   How can we get inside sales to do some proactive sales activities each day? We expect our inside salespeople to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new businesses.  But it is hard...
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Recent Posts

  • Is It Time to Revise Your Sales Compensation Plan?
  • The Three Biggest Mistakes In Sales Presentations
  • Are You Significant?
  • Harnessing the Power of a Manifesto
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