by Dave Kahle | May 24, 2018 | Sales Managers/Sales Leaders, 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 | 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...
by Dave Kahle | Apr 14, 2015 | Uncategorized
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the...
by Dave Kahle | Mar 30, 2015 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Force Issues
How do you effectively and consistently grow your business? When it comes to “what not to do,” here’s a common practice – “Popcorn.” Imagine kernels of popcorn simmering in hot oil in the bottom of an old-fashioned popcorn popper. As the heat grows, one of the...
by Dave Kahle | Feb 28, 2015 | Professional B2B salespeople, Sales practices & strategies
The world is full of sales people who claim, quite proudly, to have great relationships with their customers. If that were true, it really would be great. But unfortunately, “great relationships” is too often a veil that sales people hide behind to keep from...
