by Dave Kahle | Oct 4, 2020 | Entrepreneurs & Executives, Leadership, Sales Force Issues, Sales Managers/Sales Leaders, Sales practices & strategies
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...
by Dave Kahle | May 20, 2020 | Leadership, Professional B2B salespeople
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...
by Dave Kahle | Jun 25, 2015 | Leadership, Professional B2B salespeople, Sales Managers/Sales Leaders
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...
by Dave Kahle | Jan 6, 2015 | Leadership, Professional B2B salespeople
Q. There has been a lot of conversation inside our company about our compensation plan. We haven’t changed it in 20 years. We pay a commission based on gross profit. Would you comment?...
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