by Dave Kahle | May 31, 2018 | B2B sales, best practices for sales people, sales training
Are Successful Salespeople Born That Way? It is the eternal question, the sales manager’s version of nature versus nurture. I teach salespeople how to become better at their jobs. I believe successful salespeople are nurtured. There are best practices in the sales...
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...
by Dave Kahle | Mar 24, 2017 | B2B sales, best practices for sales people, how to sell, sales training, selling
I wish I had a dollar for every time I was asked that question in a sales training session. It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers — too many for just one...
by Dave Kahle | Jul 4, 2016 | B2B sales, on-line sales training, sales management, sales training
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 | May 13, 2016 | B2B sales, sales management, sales training
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 | Jul 14, 2015 | B2B sales, on-line sales training, sales management, sales training
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,...
