by Dave Kahle | Jul 14, 2016 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a...
by Dave Kahle | Jul 4, 2016 | Professional B2B salespeople, Sales Managers/Sales Leaders
Q: I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it ever be...
by Dave Kahle | Jun 13, 2016 | Sales Managers/Sales Leaders
https://www.davekahle.com/wordpressblogs/2016/06/13/meaningful-sales-meetings/
by Dave Kahle | May 13, 2016 | Professional B2B salespeople, Sales Managers/Sales Leaders
We’ve all done it. Promoted a good sales person, often our best, to sales manager. My files are full of cases where the results were below expectations for everyone involved. Principals and CSOs are often disappointed in the lack of results, and the sales managers...
by Dave Kahle | May 13, 2016 | Professional B2B salespeople, Sales Managers/Sales Leaders
The following scenario plays over and over again in every one of your sales territories every day. And it costs you hundreds of thousands of dollars annually. It is the largest single unacknowledged cost in the world of sales. I was working with one of my client’s...
by Dave Kahle | May 2, 2016 | Professional B2B salespeople, Sales Managers/Sales Leaders
Q. 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 in...