Sales Leader’s

 Excellence and 

Influence Course


A Powerful Proven Course Designed to Empower Sales Leaders to Excel. Grow as a Leader and Unleash the Potential of Your Sales Team.

• Gain the skills, concepts and tools to become an excellent sales leader

• Make a measurable impact on your sales team

• Acquire concepts and skills that will serve you well for the rest of your career

• Gain solutions to your most pressing problems

• Network with other sales leaders

• Become more confident in your ability to lead

• Expand your influence with all those around you

Over 2,000 sales leaders have been trained in our Kahle Way® Sales Management System:


Dave Kahle’s course on the Sales Management System is a must for all sales managers. The process that is learned is for not just the new manager but those who have been in their profession for years.  Since a sales manager will only achieve their goals through other people, this course helps take you through what every sales manager needs to know.” – Rick Woltjer, Lumbermen’s, Inc.

Some of the content and facilitators

I. KWSMS with Dave Kahle

The Kahle Way® Sales Management System with Dave Kahle
Learn how to create annual goals with your sales team. Master the Kahle Way® Monthly meeting format, with tools and forms. Build in Accountability, communication and trust with a proven system. Construct a system for training new salespeople, and every salesperson in a new product. Begin immediately to challenge and develop your sales team to improve themselves. Create some criteria to guide your decision about terminating a salesperson. Gain a proven process for hiring good salespeople.

II. Assessments with scott david

How assessments can help you create an exceptional sales team.
Learn what makes a good inside salesperson vs. outside salesperson. Can/should a particular outside salesperson be considered to move them to inside sales? And vice-versa. Ascertain what to look for and how to ‘screen’ both: new hire prospects, and current salespeople. Learn how the right assessment can literally save you millions of dollars.

III. Servant Leadership with Max cates

Servant Leadership for sales leaders.
Learn techniques being used by today’s successful servant leaders to transform sales teams from mediocre to exemplary. Discover how to transcend “old school” sales management techniques to create a sales team that is accountable and passionate to succeed. Gain “soft” selling skills such as emotional intelligence and empathy that work effectively with new versions of “hard” selling skills. Find ways to multiply your impact through collaboration and teamwork.

IV. Coaching & Counseling with Dave Kahle

Keep your team at the top of their game by coaching and counseling with excellence.
Gain a template to make coaching salespeople easy and effective. Dig deeply into your role when a salesperson has problems outside of the job. Gain some objective measurements for evaluating a salesperson’s performance.


“We contracted with Dave Kahle of The DaCo Corporation to instruct our entire group of sales managers and branch managers — approximately 130 individuals. Dave presented the system in several sessions around the country. Bringing an experienced North American Sales Management team together for training of sales management was philosophically challenging. Prior to the program, many of the managers questioned the value of taking two days out of the field for this exercise. There were no such questions after the program. The participants were unanimous in their praise for the program and Dave’s presentation. We have never had such an immediate, positive and measurable result from any training.  This has been the single most significant investment in training we have ever made.  It’s changed the nature of communication within our sales team in such a way that we expect better sales representative retention rates, more highly motivated managers and sellers, a greater degree of accountability and, yes, increased profitable sales as a result!” – William A. Fidler, Executive Vice President, Brenntag – North America, Inc.




The course takes place within the Xi Community. There, you’ll be prompted to engage with the content – video and audio files, exercises and live Zoom meetings, and interaction with experts and colleagues. You’ll have access to the material 24/7.

After you complete each lesson, you’ll have the opportunity to apply that principle, practice or process. You’ll be able to post questions, and interact with other cohort members and our team of experts. 

The live zoom meetings are an opportunity to talk over your experiences with the experts and your colleagues, learning from us and each other. This is practical and results driven training that will allow you to work on your business and career by immediately implementing what you learn..



September Cohort Begins: 9/08/2023

January Cohort Begins: 1/5/2024

Day 1 Begin Module One:  Thinking like a sales leader.
Day 15 Begin Module Two:  Creating annual goals with your team. 
Day 29 Live Zoom meeting:  Q & A and roundtable discussion. Facilitated by Dave Kahle.
Day 30 Begin Module Three:  Monthly Kahle Way® meetings
Day 44 Live Zoom meeting:  Q & A and roundtable discussion. Facilitated by Dave Kahle.
Day 45 Begin Module Four:  Managing the training & development of your team.
Day 59 Live Zoom Meeting:  Q & A and roundtable discussion. Facilitated by Dave Kahle.
Day 60 Begin Module Five:  Coaching & Counseling
Day 74 Live Zoom meeting:  Q & A and roundtable discussion. Facilitated by Dave Kahle.
Day 75 Begin Module Six: When to fire and how to hire good salespeople.
Day 89 Live Zoom meeting:  Q & A and roundtable discussion. Facilitated by Dave Kahle.
Day 90 Begin Module Seven:  How assessments can help you create an exceptional sales force.
Day 104 Live Zoom meeting:  Q & A and roundtable discussion. Facilitated by Scott David.
Day 105 Begin Module Eight:  Servant Leadership for sales leaders.
Day 119 Live Zoom Meeting:  Q & A and roundtable discussion. Facilitated by Max Cates.
Day 120 Schedule a one-on-one coaching session.


Dave Kahle’s “Sales Management System” is right on target for today’s sales manager in the distribution industry. He provides useful tools and a management system that can be implemented day one upon returning to the office.  Highly recommended for those desiring to move their sales force into the 21st Century.  Well worth the investment!” – Terry Ralph, W.A. Roosevelt Co.


You’ll have the opportunity to schedule a one-hour, one-on-one coaching call in the final two weeks of the program.

We limit the cohort to no more than 12 people.

You'll be awarded a certificate after completion of the course (must attend at least four of the five live Zoom meetings).

In addition to the course modules, you’ll be able to post questions and comments in these topic areas: - Managing the underperforming salesperson - Leading the superstar salesperson - Salesforce compensation - Leading effective meetings


“This was the most intense, and the most extensive, sales training program we have ever conducted… but I think will prove, without a doubt, to be the most beneficial investment our Company has ever made in our future, its profitability, and in our people.” – R. L. Burdette, President, Nunn Electric Supply Corporation.



Quantity discounts apply to groups of four or more.

Space is limited as the cohort is limited to 12 people.

Enroll below.

$1350 one-time payment.


Space is limited.  Enroll now.

Contact us to Enroll 4 or more People (Quantity discounts)

Enroll 4 – 8 people and earn a 15% discount.
Enroll 9 – 15 people and earn a 20% discount.


“This is an extremely simple, yet highly effective system of managing salespeople. Beyond that, I am very impressed with the values built into the program (the counseling section, and the consistent processes which value the overall dignity of the individual while keeping them accountable).  This is truly a system I can get behind and learn to master. I look forward to being a part of my salespeople’s development and success.” – John Cobb, Consolidated Supply, Inc..



1.  I’m a new sales manager. Will this course help me?
Absolutely. You’ll gain concepts and practices that will vault your performance years ahead and will serve you well for the balance of your career.


2.  I’ve been a sales manager for a number of years.  What will I gain?
Most of the 2,033 sales managers who have taken the Kahle Way® sales management system course have been existing sales managers with some years of experience. They routinely report an entirely new perspective on their job, specific techniques and processes to lead and hold salespeople accountable, improved communication, greater confidence, and a sense of increased value to the organization.


3.  How much time will this take?
Each of the modules should take about an hour to complete. The applications vary depending on the number of salespeople you manage. The Zoom sessions are 60 minutes.


4.  What if I am on vacation or have a conflict, and am unable to complete the modules on time?
The materials are available 24/7 and will assessable to you for the entire course. You can easily make it up. The Zoom meetings will be recorded and posted. 

5.  Where can I learn about the authors/instructors?

Click on these links: 

Dave Kahle

Scott David

Max Cates


6.  Where can I learn more about the content?
The Kahle Way® Sales Management System

Assessments for Hiring Good Salespeople

Assessments for Maximizing Existing Salespeople

Serve, Lead, Succeed


7.  I have a team of sales managers that I would like to put through this program with just our team. Can you arrange a private version?
Yes. You may want to take advantage of the quantity discounts for the open-enrollment program. If your group is larger, we can arrange a private version of this.  Email to create a time to discuss it.


“This seminar recharged my battery. It’s a rebirth of my thinking processes. It excites me to know I am leaving the seminar with new methods to do my job better.” – Larry Smith, CMH Flooring products

“The training provided a focused professional means to methodically and successfully approach the sales and sales management functions. All agreed that “if you do this stuff it will work.” I have already seen tangible growth in sales and in professionalism from our team. We are “far better today than we were yesterday” as a result of your training.” – Tom Rosendahl – Sr. Vice President, Dakota Supply Group, Inc.

“This program made me take a close look at my skills at sales management and realize my shortcomings.” – David Halsey, Graybar Electric, Inc.

“I have been in sales for 12 years and I have been a sales manager for 5 years.  The Sales Management System provides focus on my daily responsibilities and allows me to avoid doing busy work.” – Jeff Otteson, Canteen Services

“The Kahle Way of Sales Management was a great eye opener.  I learned there are so many other ways to manage and the simple steps it takes.  Very good seminar.” – Keith Oosterbaan, Fasteners, Inc.

“Thank you again for a valuable investment in training dollars.  I would highly recommend you to other groups and hope to have you speak again in the future.” – Dave Bartholomew, VP Sales & Marketing, Lancaster 


$1350 one-time payment.