by Kahle Wisdom | Mar 15, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Again this week I encountered what has become a common event. I was called in to consult with a client. Sales were flat for too long, and the client knew that something had to be done. One of my first questions was this: “What do you know about your customers?”...
by Kahle Wisdom | Feb 27, 2018 | Entrepreneurs & Executives, Sales Force Issues
“I’m spending more and more time managing information. It’s squeezing out my selling time.” Welcome to the information age. You are not unique. This problem of information inundation is a relatively new but almost universal threat to your livelihood. Four or five...
by Kahle Wisdom | Feb 27, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: Dave, I’m finding it difficult to manage my salespeople in our straight commission environment. Any suggestions as to how I can get them to do what I want them to do? Answer: I do have some thoughts about the “straight commission environment.” I spent much...
by Kahle Wisdom | Feb 21, 2018 | Sales Force Issues
Question: Recently, as I was cold calling my target list in a new industry, I stumbled on my first serious opportunity. After meeting and gaining commitment from my new prospect, I asked the woman who first tried to screen me, “Why did you pass my call on to your...
by Kahle Wisdom | Feb 21, 2018 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
That we live in a time of relentless and pervasive change is no longer news to anyone. There is one important implication of this situation that continues to be a challenge. That is that our employees need to continually change their behavior to adapt to the world...
by Kahle Wisdom | Feb 21, 2018 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
That’s right. Serving, not selling. I know you are concerned with sales. It’s easy to determine how well your people are selling to your customers. That’s what sales reports are for. But your customers are more concerned with how well they are being served by...
by Kahle Wisdom | Feb 21, 2018 | Christian Businesspeople, Sales Managers/Sales Leaders
Stories can be powerful tools to shape behavior and dramatically communicate expectations. Wise executives continually seek opportunities to capture and then relate a story that supports and illustrates the organization’s culture. If the story can be tied to a piece...
by Kahle Wisdom | Feb 20, 2018 | Sales Force Issues
I just fired my accountants. They really hadn’t done anything wrong. They were responsive when I called. They appeared to keep up with the latest information in their profession. Their work was neat, accurate and timely. Their prices were fair. They conducted...
by Kahle Wisdom | Feb 19, 2018 | Christian Businesspeople, Sales Managers/Sales Leaders
Almost all the great leaders in the Bible were developed in business. The implications of this pattern of truth in the Bible are staggering – prompting us to take a new view of the purpose of our business and a new vision of what we do within them. The Pattern First,...
by Kahle Wisdom | Feb 7, 2018 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
Adapted from Sell Better: How to Create a Sales System to Grow Your Business by Dave Kahle Whereas acquiring a customer typically requires an investment, the “creating a client” process is generally where you re-coop the investment and start to make your sales system...
