by Kahle Wisdom | Nov 28, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
“Six qualities of superstar sales people” We all want to hire superstar sales people. Finding one, however, is more difficult than you can imagine. Here’s the key to spotting and hiring a superstar salesperson. Don’t be sidetracked by...
by Kahle Wisdom | Nov 28, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
“Six qualities of superstar sales people” Want to make your job much easier? Want to look like a hero to your boss? Want to make the best single decision you’ll ever make as a sales manager? Then hire a superstar sales person. A...
by Kahle Wisdom | Nov 23, 2015 | Kingdom issues
As a veteran sales trainer, one of the obstacles that I constantly confront in the folks with whom I am working is “mindless habits.” In other words, almost everyone can sell better, or manage better, or lead better, if they could overcome their pre-existing habits....
by Kahle Wisdom | Nov 20, 2015 | Entrepreneurs & Executives, Sales Force Issues, Sales Managers/Sales Leaders
Are successful sales people made or born? It is the eternal question: the sales manager’s version of nature versus nurture. Since I spend most of my time teaching sales people how to become better at their jobs, I’m 100 percent in the “made” camp. There are best...
by Kahle Wisdom | Nov 20, 2015 | Sales Force Issues
“You should have an objective for every sales call.” That’s a bit of sage wisdom that we have all heard, probably multiple times, throughout our sales careers. Unfortunately, I disagree. I believe you should have four objectives for every sales call. Every sales...
by Kahle Wisdom | Nov 5, 2015 | Kingdom issues, Sales Managers/Sales Leaders
There is a lot of conversation these days about using our businesses to make a positive impact on our communities and the people we touch. Typically, the conversation runs to mission statements and high-level topics. While there is nothing wrong with those, from time...
by Kahle Wisdom | Nov 2, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
Question: My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to actually do what they know is the right strategy? Answer: You are up against a problem that goes back to the...
by Kahle Wisdom | Nov 1, 2015 | Entrepreneurs & Executives, Sales Managers/Sales Leaders
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the...
by Kahle Wisdom | Oct 27, 2015 | Miscellaneous
“I wish my people were more professional,” executives and managers often commiserate to me. Even with those who don’t voice it, that unspoken yearning often hovers just-under-the-surface of their conversation. Ah, if only the people around us were more professional. ...
by Kahle Wisdom | Oct 27, 2015 | Entrepreneurs & Executives, Sales Force Issues
Question: Our “A” customers do 90% of our business. How much time or effort would you put into your “B” customers to bring them up to “A” customers? Answer: This is the kind of question I field in almost every one of my seminars. The answer is a little more complex...
