by Dave Kahle | Jun 25, 2015 | B2B sales, sales force compensation, sales management, selling
By Dave Kahle Q. Dave, I’m finding it difficult to manage my sales people in our straight commission environment. Any suggestions as to how I can get them to do what I want them do? Here are some thoughts. First, let me recommend you go to my website, and read the...
by Dave Kahle | Jun 18, 2015 | B2B sales, best practices for sales people, sales inspiration
I was up against the wall, with no options. Literally between a rock and a hard place. Here’s the story. I had left a very secure sales position for one with a lot more challenge, and a lot more risk. My new position was the opposite of my previous one in a number of...
by Dave Kahle | Jun 15, 2015 | B2B sales, best practices for sales people, how to sell, sales strategy
By Dave Kahle “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,...
