Planning is one of the foundational principles for sales success: You’ll always be more effective if you think about what you do before you do it. Can you imagine a football team not creating a game plan or not practicing before the big game? Can you imagine a...
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...
One of the 25 most important lessons I’ve learned. By Dave Kahle During my first year in management, I found myself increasingly frustrated. I felt let down by what I viewed as a lack of motivation among my team. Their level of professionalism didn’t align with...
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...
Does Managing Change Need to be Gradual and Systematic? One of the 25 Most Important Insights I’ve Gained I’m hesitant to request my team to implement too many changes simultaneously. We should navigate change at a slow and systematic pace. I have heard sentiments...
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...
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