by Dave Kahle | Aug 30, 2016 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
“My customers don’t have as much time to spend with me as they used to.” That’s a comment I’m hearing more frequently in my sales seminars. It’s a growing phenomenon. Your customers used to be able to spend more time with you. But...
by Dave Kahle | Aug 15, 2016 | Sales Force Issues, Sales Managers/Sales Leaders
Question: I direct a sales force of 15 reps. My pain of getting them to do what I ask has been something that no human being should go through. First of all, we converted them from commission only to base plus commission. In doing so, you can imagine my challenges...
by Dave Kahle | Aug 5, 2016 | Personal Improvement, Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
All too often, sales people are directed by the urgencies of the moment: A lead pops up, a customer calls with a problem, or some paperwork needs your attention. They find themselves busily pursuing an agenda created by other people. They are busy, but too often...
