by Kahle Wisdom | Jun 19, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a...
by Kahle Wisdom | Jun 19, 2017 | Sales Force Issues
A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was this: They ask better questions. Amazing. Of all the possibilities for ways that the superstars differ from average sales...
by Kahle Wisdom | Jun 15, 2017 | Leadership, Sales Force Issues, Sales Managers/Sales Leaders
Question: I am currently working in a family business. For about ten years, sales have been decreasing. I was just appointed as the head of sales. I have several sales people who have been with the company for 30-40 years. They simply refuse any system or training...
by Kahle Wisdom | Jun 5, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
“I really struggle with the highs and lows of field sales. Most days I feel like the weight of the world is on my shoulders. Any suggestions?” This is one of those rarely voiced issues that every sales person confronts sooner or later. The job of the sales person...
by Kahle Wisdom | Jun 5, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Kingdom issues, Sales Managers/Sales Leaders
Today I received over 209 email messages, had 35 postings on my Facebook page, uncountable listings on my Linkedin page, and several voice mail messages. This was after having methodically unsubscribed to legions of emails and registered on the “do not call” list. ...
by Kahle Wisdom | May 23, 2017 | Christian Businesspeople, Entrepreneurs & Executives
Here’s a story to which many of you can relate. We had an opening for an inside salesperson and took a chance on a young man who appeared to have the necessary aptitude and character, but who lacked any experience. He had been a social worker and was looking...
by Kahle Wisdom | May 11, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Whether you are a small business person, or a professional sales person, you can utilize leverage — a powerful strategy — to take your sales performance to dramatically higher levels.. Leverage revolves around the idea of multiplying the effects of some...
by Kahle Wisdom | May 8, 2017 | Christian Businesspeople, Sales Managers/Sales Leaders
One of the characteristics that distinguish a Biblical business from its competitors is the degree to which the executives of Biblical businesses embed prayer into the fabric of the business. This is an uncomfortable thought to many Christian business...
by Kahle Wisdom | Apr 27, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
Stories can be powerful tools to shape behavior and dramatically communicate expectations. Wise executives continually seek for opportunities to capture and then relate a story that supports and illustrates the organization’s culture. If the story can be tied to a...
