Remember the television commercial of the salesperson driving down the expressway with a cell phone balanced on his shoulder, a cup of coffee in one hand, and a laptop computer teetering on the dashboard? The voice in the background says, “You know he’s out there.”...
“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?...
Q. How much responsibility for collections should a salesperson have? A. Good question. This is one that comes up on a regular basis when I’m working with a client to refine their sales compensation plan. It usually is expressed something like this: “Should we...
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