by Dave Kahle | Jan 18, 2017 | Professional B2B salespeople, Sales Managers/Sales Leaders
Question: How can I set sales goals with any degree of reliability when this year’s economy is so uncertain? Answer: I can appreciate your problem. The economic atmosphere is so uncertain it’s difficult to predict what is going to happen even a month from now. But...
by Dave Kahle | Oct 19, 2016 | Sales Managers/Sales Leaders
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
by Dave Kahle | Aug 15, 2016 | Sales Force Issues, Sales Managers/Sales Leaders
Question: I direct a sales force of 15 reps. My pain of getting them to do what I ask has been something that no human being should go through. First of all, we converted them from commission only to base plus commission. In doing so, you can imagine my challenges...
by Dave Kahle | Jul 21, 2016 | Professional B2B salespeople, Sales Managers/Sales Leaders
Question: What is the ideal number of sales people that a sales manager should manage? Answer: Good question. As is commonly the case, my answer begins with “it depends…” It depends, first, on the type of compensation plan that is used to pay the sales...
by Dave Kahle | Jul 4, 2016 | Professional B2B salespeople, Sales Managers/Sales Leaders
Q: I wanted to do some sales training last year, but it just wasn’t the right time for it. We had too many things on our plate. Looking at our calendar this year I am coming to the same conclusion. Am I ever going to have time to do sales training? Will it ever be...
