by Dave Kahle | Sep 30, 2020 | B2B sales, sales management
Q. At what point during the superstar building process can management step in and provide support for their sales staff? A. This is a great question. Forgive me if I stray a little to the theoretical side of this question. These are the kinds of questions I think...
by Dave Kahle | Sep 17, 2020 | B2B sales, key account sales, sales management
Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image. Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to...
by Dave Kahle | Aug 19, 2020 | B2B sales, key account sales, sales management, time management for sales people
Question: I’ve heard you mention several times the importance of prioritizing and targeting customers. Can you shed some more light on this? Answer: Prioritizing accounts is a key issue with me, as I believe it is one of the ways to make the biggest, most rapid change...
by Dave Kahle | Jul 26, 2018 | B2B sales, growing a small business, sales management
Q. My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? A. Implementing change is always difficult....
by Dave Kahle | May 24, 2018 | sales management, sales training, time management for sales people, Uncategorized
Sales Leaders need to communicate expectations of their sales persons directly to them. It should not be a secret. It should also not be a matter of negotiation. If you have not given clear and specific expectations, the sales people will default to what feels...
