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 | Jul 26, 2018 | Entrepreneurs & Executives, Professional B2B salespeople, Sales Managers/Sales Leaders
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....
by Dave Kahle | May 11, 2017 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
Whether you are a small business person, or a professional sales person, you can utilize a powerful strategy to take your sales performance to dramatically higher levels — leverage. Leverage revolves around the idea of multiplying the effects of some effort. ...
by Dave Kahle | Apr 4, 2017 | Professional B2B salespeople, Sales Force Issues, Sales Managers/Sales Leaders
Question: What do I do when my goals don’t match the company’s goals for me? Answer: This is a question that I hear, in one form or another, pretty regularly. I can look at this is in two ways – expressing two different situations. In the first, there is a...
by Dave Kahle | Mar 24, 2017 | Personal Improvement, Professional B2B salespeople, Sales practices & strategies
I wish I had a dollar for every time I was asked that question in a sales training session. It’s certainly one of the most common questions I hear coming from professional sales people – and their bosses. There are a variety of answers — too many for just one...
