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The Sales Resource Center
Q & A for Sales Managers — 100% Commission

Q & A for Sales Managers — 100% Commission

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...
The Purpose of a Purpose

The Purpose of a Purpose

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...
Does every sales person have his own ‘style?’

Does every sales person have his own ‘style?’

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,...
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