by Kahle Wisdom | Apr 17, 2017 | Christian Businesspeople, Sales Force Issues
Decades ago, I almost lost my first professional sales position because of my Christian faith. “Being a Christian sales person is going to be tricky,” I concluded. While that may have been true in my young and immature mindset, over the years, I’ve...
by Kahle Wisdom | Apr 4, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
One of the most common complaints I hear from my clients is this: “I can’t seem to motivate the salespeople to call on prospects and develop them into new customers.” There is a relatively simple, fun, and inexpensive way to remedy this situation. It’s called a sales...
by Kahle Wisdom | Mar 24, 2017 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I’d like to provide my sales people (and all the employees) information on costs, profits, etc. so that they have a healthy understanding and respect for our owner’s investment and risk as well as their value. Any suggestions as to how to go about it?...
by Kahle Wisdom | Mar 21, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Force Issues
“Plans fail when there is no counsel, but they succeed when advisers are many.“ (Proverbs 15:22) This is an often-quoted verse, a piece of advice from King Solomon, the wisest man who ever lived. While the advice doesn’t appear to be pointed only at business...
by Kahle Wisdom | Mar 1, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the past but are no longer effective. The past is everything that’s pre-2016. I still recall a poignant...
by Kahle Wisdom | Feb 20, 2017 | Christian Businesspeople, Entrepreneurs & Executives, Sales Managers/Sales Leaders
Before you respond by lecturing me on the wisdom of setting goals, you should know that I am committed to the process of goal setting as a best practice for a number of different business expressions. Goal-setting, for example, is at the heart of our Kahle Way® Sales...
by Kahle Wisdom | Jan 18, 2017 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They’ll eventually develop their own style, this myth implies, and that will bring them the maximum...
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...
