by Dave Kahle | Jul 3, 2020 | B2B sales, time management for sales people
Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s out there.”...
by Dave Kahle | Jun 30, 2020 | B2B sales, wholesale distributor sales people
This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople and was thinking about replacing them. “What kind of person should I...
by Dave Kahle | Jun 23, 2020 | B2B sales, time management for sales people
“How can I sell more when I have so much to do?” That’s a question I’m often asked whenever I’m talking to a group of salespeople. I’m sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer...
by Dave Kahle | Jun 15, 2020 | B2B sales, best practices for sales people
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing?...
by Dave Kahle | May 20, 2020 | B2B sales, sales force compensation
Q. How much responsibility for collections should a salesperson have? A. Good question. This is one that comes up on a regular basis when I’m working with a client to refine their sales compensation plan. It usually is expressed something like this: “Should we...
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