by Dave Kahle | Dec 15, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
Question: How many sales calls should a salesperson make? Answer: In about one out of every two seminars that I do, I hear this question. It springs from a manager’s concern for defining what constitutes a “good sales day.” And salespeople want to know so that they...
by Dave Kahle | Nov 23, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager. What steps should I try taking first? A. Good question. I’m sure there are thousands...
by Dave Kahle | Nov 19, 2020 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
“I have my own style of selling.” That is a remark I have heard a number of times, usually from relatively inexperienced salespeople. 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, and I probably...
by Dave Kahle | Oct 4, 2020 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales practices & strategies
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
by Dave Kahle | Sep 30, 2020 | Professional B2B salespeople, Sales Managers/Sales Leaders
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 | Professional B2B salespeople, Sales Managers/Sales Leaders
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...
