by Kahle Wisdom | Jul 14, 2016 | 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 | Jul 13, 2016 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Definition Leverage revolves around the idea of multiplying the effects of some...
by Kahle Wisdom | Jul 4, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year, I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it...
by Kahle Wisdom | Jun 30, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
How can I help an experienced sales person regain his interest in the job? It sounds like you have someone who is just going through the motions. That can be deadly for the career of a sales person, as well as detrimental to the company. One of the challenges of a...
by Kahle Wisdom | Jun 24, 2016 | Miscellaneous
Question: I find it difficult to stay upbeat and positive all the time. I have a tendency to get down on myself when something goes poorly and then find it hard to look forward to the next sales call. I can’t be the only sales person who struggles with this. Can you...
by Kahle Wisdom | Jun 14, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
In this series of posts, we’re dealing with words that make people uncomfortable. We’ve talked about ‘personal responsibility,’ ‘humility,’ and ‘discipline.’ In this post, we’re going to examine another of that series of words that a significant percentage of the...
by Kahle Wisdom | Jun 13, 2016 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Oops! Got a sales meeting coming up in two weeks, better get ready for it. Let’s see, what should we do? I’ll go over last month’s numbers, that’ll take a half hour. Then…I know! The credit manager has been complaining about the state of receivables lately. I’ll...
by Kahle Wisdom | May 28, 2016 | Sales Managers/Sales Leaders
The propensity to take risks. What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the successful professionals share certain characteristics. Here’s one: The propensity to take risks. Now,...
by Kahle Wisdom | May 27, 2016 | Sales Force Issues
Have you ever wondered how you can provide some motivation for yourself, or someone around you? As a professional speaker, I’m often asked to ‘motivate’ the audience. As a trainer and sales authority, I’m often asked to give my clients ideas on how they can motivate...
by Kahle Wisdom | May 13, 2016 | Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales Principles and Practices
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. I was working with one of my client’s salespeople. The client was an HVAC commercial contractor. The...
