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.
Question & Answer: Fair Pay Plan Is my compensation plan fair?
I sell advertising for a local newspaper. In our pay plan, we compete with our revenue numbers from the previous year, and approximately 6% is added to the previous year’s revenue number. That becomes your goal for that particular month. We get a salary plus...
Do You Think “I Knew That?”
Over the past 30 years, while working with tens of thousands of B2B salespeople, I have observed that certain beliefs can significantly hinder a salesperson’s development. One of the most common and detrimental beliefs is the sentiment of “I knew that.” Let me explain...
Most People Would Rather Not Accept the Truth
The consequences are too great One of the 25 Most Important Lessons I’ve Learned By Dave Kahle Recently, one of my clients suggested that I compile a series of posts highlighting the most important lessons I’ve learned during my 30-year career as a consultant, during...
Narrow Your Focus, Multiply Your Business
In the B2B world, you do better focusing on fewer – One of the 25 Most Important Lessons I’ve Learned By Dave Kahle Earlier in my career, I held seven sales positions between the ages of 18 and 34. My final role was with a hospital supplies distributor, where I...
Are You Focused or Fuzzy?
One of The 25 Most Important Things I’ve Learned Most people operate in what I call the Fuzzy zone. Learning to focus is one of the most important lessons I have learned, as it can significantly improve outcomes. By way of background, I have been a consultant,...
To Succeed in our Turbulent Times, Master These Four Steps to Continuous Improvement
The world is evolving faster than ever in human history, and if we don’t adapt ourselves and our organizations to keep up, we risk being left behind. The consequences of this shift are significant. In this post, I’m excited to share another key lesson from the 25...
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