Kahle Way® Immersion™
Sales Training
You Can Establish a Culture of
Continuous B2B or DISTRIBUTOR
Sales Growth in Your Sales Team!
HUNDREDS OF TESTIMONIALS:
www.thesalesresourcecenter.com/roi-simple-sales-success-testimonials
SOME OF OUR CLIENTS:
www.davekahle.com/clients
Kahle Way® Sales System’s Immersion™ Methodology
There is a huge difference between ‘knowing’ and ‘doing.’ Far too many sales programs are based on the idea that transferring information from one person to another is sufficient. Academic programs focus on knowledge and quizzes — but in the real world of sales, you attain results by what you DO. Effective sales training builds practices, processes, and habits and changes behavior.
1. Powerful, Proven Content – We’ve been working with B2B sales forces since 1988. We’ve refined sales systems to those that are proven to have the biggest impact on a salesperson’s performance. There is nothing theoretical about our content – it’s been lived out by tens of thousands of salespeople. This is not about selling – it’s about Selling Better!
2. Video lessons – Every module begins with a major video session, complemented by a pdf handout which includes copies of the slides, worksheets, associated tools, and the assignment. This allows the salesperson to review the material multiple times, on their own schedule.
3. Practical Assignments – Our focus is on changing behavior, creating positive habits and instilling powerful disciplines. Every assignment assumes the salesperson is currently selling and each lesson is lived out on the job. This is not an academic exercise; this is real-world practice.
Powerful, proven sales training content, communicated in a simple way and easy to implement...
4. Weekly Input via Multiple Media – We use ‘spaced repetition’ – which refers to multiple exposures to the content, using both printed text and audio files – to reinforce the content and keep it top of mind. This makes it easier for the salesperson to grasp, and increases ownership. Learning is easier!
5. Monthly AEF meetings – Sales training is always more effective if the manager is involved. We script a month-end meeting for the manager to facilitate. The AEF (Accountability, Encouragement, Follow -Up) Meeting brings the team together to review and learn from each other. This adds a layer of gravity and accountability that makes changing sales behavior far more effective.
The Kahle Way® Distributor Selling System
For wholesaler-distributor sales forces. Most salespeople don’t know what they don’t know. We deliver proven, powerful best practices and strategies that will transform a sales force and enhance a career. Addresses the unique selling situation of a wholesaler-distributor: Multiple calls to a defined customer base, with an almost unlimited product offering.
The Kahle Way® B2B Selling System
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The Sales Masters Approach to Acquiring New Customers
Few salespeople have been trained in the specific activities necessary to regularly and methodically create new customers. This course fixes that.
S T R E T C H – The Strategic Time Management Course for Salespeople
Time management touches almost every aspect of a salesperson’s performance, and is the easiest and quickest way to improved results.
Sales Excellence Advanced Immersion™ Course
Designed to be a next step for sales teams who complete the selling system course, this provides 24 months of continuous development, utilizing our Immersion™ methodology. We focus on: Advanced Sales Skills / Account Strategies / Self Management / Time Management
The Kahle Way® Sales Management System
Few Sales Managers have been trained in the specific disciplines and routines necessary to lead a sales team. This program fixes that. Over 2,000 sales managers have been trained in this system. One of the most powerful training programs we produce.
The Short Course on Creating a Sales System
For business owners and Chief Sales Officers. This course takes you step-by-step through the process of creating and implementing a system that will bring your business income regularly and predictably. This is how you manage your business’s sales efforts.
Measure Sales Performance Like You're Einstein.
With Kahle’s Kalculation Tool you’ll finally be able to get solid data and objective performance metrics and measurements — easily do the calculations!
You shouldn’t need a degree in Astro Physics...
Just to measure Your Sales productivity.
We know how challenging and frustrating it can be when trying to measure sales performance. Every Sales Manager needs to be able to take the evaluation of a salesperson’s performance out of the subjective –“I think, you think” – to the objective – “Here’s your productivity number.” This eliminates a lot of negotiation with your sales team, diminishes the amount of negative conversation, and focuses everyone on the one thing every sales team wants – greater productivity. You’d look like a superstar.
Please be sure to DISABLE YOUR AD BLOCKER or the button won’t work:
You’ll receive an email with instant access to a Free PDF sales measurment manual, and a FREE Excel workbook to do the sales productivity calculations for you!
Jeff Campbell, Sales Manager, Modern Builders Supply
“Immersion has taken us from being reactive, to being proactive – this is a huge shift for us. It really makes us reevaluate the return on investment with our time, and how we’re spending it. This is huge in the sales world. Immersion has really revealed where we were misusing our time and it has been a game changer for us. We now more closely view our time as money – because as a sales team, it really is. We can be a great friend to a fantastic client, but if we’re not getting anywhere with them… why continue to beat that bush? As I work together with my team, Immersion has really fostered great teamwork between me and my sales people. One of them is young, and it has really helped us to better understand each other. We can now operate together in different scenarios, in a way that allows us to leverage the maximum benefit for our clients and our company.”
Joe Mayer, Sales Manager, Modern Builder’s Supply
“Immersion has definitely been positive. Regarding interacting with clients, there has been a real difference in our sales people. Before meeting with a client they’re spending their time much more wisely. They prepare more, and better – thinking about how to approach the client, how to prepare ahead of time, what questions to ask, etc. There’s been real growth in our people and a much better focus in their interactions and presentations. A lot of training programs we’ve done over the years have resulted in a lot of wasted time, coming away with little value. But Dave Kahle’s Immersion has been of great benefit, and has been real interesting. Immersion has also helped me a lot as a Sales Manager. I know what to expect from my team, what to look for… it’s been great. I know what strategic questions to ask my team such as, ‘Who are you targeting? Why are you targeting them? What are you going to say in that meeting?’ Immersion has definitely helped me in my management of, and collaboration with, my team.”
Sarita Coutts, Marketing Director, McKenna Distribution
“Before Immersion we were doing things via intuition, almost flying by the seat of our pants – without structure. Immersion has helped us organized ourselves and get a plan together that helps our sales people how to prioritize and understand the expectations. This is really helping. We recently onboarded a new sales person, and had them use the Immersion Catch-Up System. They were blown away by how powerful this was to get them started in their new position. Things are so much smoother now, and there’s better collaboration and communication.”
Rex Ringle, General Manager, Millcraft
“Immersion does a great job helping our people qualify accounts, focus on the right accounts, and stop spending time on accounts that are never going to grow. Dave’s training gets you where you need to be. It’s very difficult for sales personalities to change their focus – but the way Dave teaches these things, our sales people are suddenly able to change their paradigms. Dave’s Immersion almost rewires their brains, to the point that they’re open to suggestions. Sales people often form bad habits that stick with them for life. Some of the more experienced sales people can spin their wheels on accounts that suck the life out of them. Dave’s training has helped immensely to help them rewire and drop the bad habits. Their eyes are opened and the light bulb comes on.”
John Mann, Branch Manager, Modern Builders Supply, Inc
“It’s astonishing how much I learn from each lesson in Immersion, and it’s also amazing to see how much my sales persons are learning. There’s so much to grasp, but it’s fun, and the time flies by. Immersion has a lot of good structure and enough repetition to help us practically implement everything we learn. When I lead the monthly Immersion meeting, I really think through the best questions to ask my team. I always feel equipped to facilitate those meetings because the manager’s version of Immersion really sets me up for success with our Team Members. I’m always pleasantly surprised at how many of them actually understand the material and implement the work. On the rare occasion that a person either isn’t doing the work, or isn’t grasping it – I can tell – and I’m able to ensure it is clicking for them, and help them implement the Immersion tools and tactics.”
Not Just Sales Skills & Techniques - A Transformation in Selling...
The Immersion Program is authored by one of the world’s most widely recognized authorities on B2B sales: Dave Kahle. Dave has written 13 books which have been translated into 8 languages and are available in over 20 countries. He has appeared in front of the conferences of 89 national associations, and personally worked with over 429 individual companies. He’s touched literally thousands of companies and tens of thousands of B2B sales people through his seminars and webinars.
459
Companies
47
STATES
20
COUNTRIES
13
BOOKS
In his first career as a sales person, Dave Kahle was the number one sales person in the nation for two different companies, in two distinct selling situations. That led to his second career as a sales authority.
As a sales authority, Dave has written 13 books, which have been translated into eight languages and available in 20 countries, and presented over 1,000 times in 47 states and 11 countries. He’s trained literally tens of thousands of sales people to sell better, thousands of sales managers to manage better, and has worked personally and contractually with over 459 companies.