Q. How many appointments or conversations per day or per week should a sales person make in order to be successful? A. I have no idea. How’s that for an answer that you’re not expecting? OK, you know by now that doesn’t mean I don’t have anything to say to this...
A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies. If your people handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the situation...
Q. I agree with your position that sales people should set goals for improving themselves every month. As a sales manager, can you give me a more specific idea of what kind of goals I should be insisting that they develop? A. Sure. This is one of my hot buttons. I...
Developing salespeople is one of those initiatives that payback double; the salespeople improve their performance, and feel better about your organization investing in them. In one move you can help keep the good salespeople you have, motivate your salespeople,...
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...
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...
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