“Are Outside Salespeople Obsolete?” by Dave Kahle This week, one of my clients asked me this: “Are outside salespeople obsolete?” He is the CEO of a distributor who specializes in automation equipment. He had just lost three field salespeople...
“How can I sell more when I have so much to do?” That’s a question I’m often asked whenever I’m talking to a group of salespeople. I’m sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer...
Question: I like the idea of setting goals for personal improvement, not only with my salespeople but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? Answer: Sure. This is one of my hot...
I often hear my clients lament that they wish they had a more professional sales force. That idea of a “professional sales force” gets a lot of conversation in sales management and sales executive circles. But what exactly does it mean? And why is it a good thing?...
Most leaders understand that the world is changing rapidly. The actual details are even more terrifying than that which we intuitively sense. A possible solution to help you lead your organization through change is to implement a regular SCAN meeting into your...
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