Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.
Are you serious about your job?
By Dave Kahle “I wish my people were more professional,” executives and managers often commiserate to me. Even with those who don’t voice it, that unspoken yearning often hovers just-under-the-surface of their conversation. Ah, if only the people around us were more...
Q & A for Sales Managers — 100% Commission
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...
The Purpose of a Purpose
I was up against the wall, with no options. Literally between a rock and a hard place. Here’s the story. I had left a very secure sales position for one with a lot more challenge, and a lot more risk. My new position was the opposite of my previous one in a number of...
Does every sales person have his own ‘style?’
I have my own style of selling.”
That is a remark I have heard a number of times, usually from relatively inexperienced sales people.
What they usually mean is something like this: “I don’t have any real system to what I do, I don’t want any scrutiny, and I probably am not going to learn anything from you.”
Q & A for Sales People: Low Price (QA-S-15)
One of the reasons why we hear “lower prices” from many customers is that we haven’t given them a reason to spend more. Are you really convinced that the customer doesn’t care about anything except lower prices?
First, the Sales Managers
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 their less effective competitors.
Yet budgets are still tight, and nervous CEOs are hesitant to fund broad-based sales initiatives. What to do?
Start with the sales managers.
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