Every sales organization understands that their sales force – it’s health and strength – is the company’s primary strategic asset. Most astute principals and chief sales officers realize that in this very competitive economic environment, those companies who sell...
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...
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...
In the 1990’s I came across a book titled, “Everything I Needed to Know About Success I found in the Bible,” by Richard Gaylord Briley. In it, the author put forward an observation that was, at the time, radical for me. It’s called the “Five Percent Principle.’ We...
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...
Q. My new sales manager is having a difficult time trying to implement change. Because many members of our experienced sales force still need to execute a number of the changes in the past year, do you have any suggestions? A. Implementing change is always difficult....
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