by Dave Kahle | Sep 10, 2015 | Professional B2B salespeople, Sales Managers/Sales Leaders
Every manager has, or will, confront this troublesome issue. It’s arisen in every workshop for sales managers or branch managers I’ve done. One or more of your sales people has leveled off. Their performance hasn’t improved much in the last few years. Where before...
by Dave Kahle | Aug 24, 2015 | Professional B2B salespeople, Sales Managers/Sales Leaders, Sales practices & strategies
Q. How many appointments or conversations per day or per week should a sales person make in order to be successful? A. I have no idea. How’s that for an answer that you’re not expecting? OK, you know by now that doesn’t mean I don’t have anything to say to this...
by Dave Kahle | Jul 31, 2015 | Professional B2B salespeople, Sales Managers/Sales Leaders
Q. I agree with your position that sales people should set goals for improving themselves every month. As a sales manager, can you give me a more specific idea of what kind of goals I should be insisting that they develop? A. Sure. This is one of my hot buttons. I...
by Dave Kahle | Jul 14, 2015 | Professional B2B salespeople, Sales Managers/Sales Leaders
Developing salespeople is one of those initiatives that payback double; the salespeople improve their performance, and feel better about your organization investing in them. In one move you can help keep the good salespeople you have, motivate your salespeople,...
by Dave Kahle | Jun 25, 2015 | Leadership, Professional B2B salespeople, Sales Managers/Sales Leaders
By Dave Kahle Q. Dave, I’m finding it difficult to manage my sales people in our straight commission environment. Any suggestions as to how I can get them to do what I want them do? Here are some thoughts. First, let me recommend you go to my website, and read the...
by Dave Kahle | May 23, 2015 | Sales Managers/Sales Leaders
Growing the business means investing in the improvement of the sales force. Most astute principals and chief sales officers realize that in this very competitive economic environment, those companies who sell better than the rest will take market share away from...