Dave Kahle Wisdom

Practical Wisdom Blog by Dave Kahle

Podcasts and blog posts to help sales professionals and business executives sell better, lead better, and live better.

I’m glad you found your way here.

I’ve spent 30 years in the business trenches; it’s been full and fulfilling. In that time, I’ve been the number one salesperson in the country for two different companies in two different industries. I’ve written 13 books, spoken in 47 states and 11 countries, and personally and contractually worked with over 500 organizations. I’ve touched tens of thousands of people through my articles, podcasts, webinars and seminars.

On the personal side, my life has been full as well. Coleen and I have raised 5 children, helped with 19 foster children, and enjoy 14 grandchildren. I’ve been a father, a foster father, a stepfather, an adoptive father and a grandfather – and now you know why my hair is grey!

In all of this, my faith is very important to me, and provided me with my “Why” as well as a unique perspective.

As you might imagine, in all of this, I’ve learned a few things. I’ve made lots of mistakes and have had my share of success. And, while I’m still learning, I want to share with you some of the practical wisdom I’ve gained along the way.

You’ll find that some of my ideas will challenge you – as I tend to see things in non-conventional way. As you interact with what I share, you’ll find that some of your fondest beliefs and most comfortable paradigms may be in for revision.

Do You Have a Professional Sales Force?

"I wish I had a more professional sales force."  That's one of the common laments I hear from sales leaders.  Let's take a look at what it really means, why it is such a common malady, and what you can...

Are You Fuzzy or Focused?

The world is full of people who are fuzzy in their thinking.  Moving from fuzzy to focused can make everything better. The XI Community Check out this episode!...

What Happened to Character in Leadership?

           In a recent training session, I recommended to a group of sales managers that they hire their next salesperson on the basis of that person’s character, rather than his/her skill, experience or knowledge.           A couple...

Branch Manager Delegation to Sales Reps

Q.  Being a branch manager and having six reps and no sales manager, how do you delegate some of their requests back to them without discouraging their efforts?            A.  Begin with clear expectations.  What you expect...

Multi-tasking, Focus, and Other Stuff

When you give a proactive salesperson "other stuff" to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person's labors...

10 Ethical Commandments for Salespeople

Work with a lot of people, and you have many opportunities to be unethical.  Work with a lot of money and the same is true.  Put those together, and you have the world of the professional salesperson.  Here are ten...

How do I get to see new prospects who won’t return voice mail?

Q.  How do I get to see new prospects who won’t return voice mail?             A.  Since this continues to be one of the most asked-questions I receive, I’ve decided to spend several months on this...

Spend Sales Dollars Wisely

Over my career as a sales expert, I've personally and contractually worked with over 500 sales organizations. I've learned some things.  Here's one:  Very few chief sales officers have a good handle on the economics of the sales force.  And...

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