by Kahle Wisdom | Jan 12, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Goal-setting is one of those hallowed practices that belong in every leader’s arsenal. We’ve all heard that people who set goals are far more successful than those who don’t. And every well-run business has a policy and a practice of setting annual goals for its...
by Kahle Wisdom | Dec 31, 2016 | Entrepreneurs & Executives, Sales Force Issues
Field sales people have a unique aspect to their jobs – they have the ability to decide what to do every moment of every day. The need to make this decision – where to go, who to see, who to call, what to do – distinguishes the sales profession from most others. I’ve...
by Kahle Wisdom | Dec 20, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced sales people. What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I am...
by Kahle Wisdom | Dec 20, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Anytime you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
by Kahle Wisdom | Dec 10, 2016 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
In a previous post, I wrote that qualities of character in the CEO were a more important indicator of business success than the business model. In this, and the next few posts, I’m going to share those qualities that I believe mark a great business leader. ...
by Kahle Wisdom | Dec 9, 2016 | Sales Force Issues
Q: I’m seeing a lot of anxiety and nervousness about the economy all around me. Do you have any thoughts on how to respond to this? To my readers…This started out as a normal question and answer. The more I wrestled with my thoughts, the more I became convinced that...
by Kahle Wisdom | Nov 21, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Customer Relationships In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s sales person, can be of utmost importance. Customer relationships are at the heart of selling. It doesn’t take long in the business to...
by Kahle Wisdom | Nov 21, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: “What would you suggest in the situation where a sales representative will attempt to build a relationship with the customer on a personal basis, but refuse to build a relationship for the company he/she represents? He/she prefers to wear the “white hat”...
by Kahle Wisdom | Nov 21, 2016 | Sales Force Issues
Question: Sales are down, operating expenses are up, management is crying that sales expenses are up. What should a salesperson do in such a situation? Answer: These certainly are challenging times. I’ve been through enough of these to have learned some things. ...
by Kahle Wisdom | Nov 16, 2016 | Christian Businesspeople, Sales Managers/Sales Leaders
In a previous post, I wrote that qualities of character in the CEO were a more important indicator of business success than the business model. That generated this series of posts describing those character traits that I believe are most conducive to business success....
