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 24, 2018 | Sales Managers/Sales Leaders, Uncategorized
Sales Leaders need to communicate expectations of their sales persons directly to them. It should not be a secret. It should also not be a matter of negotiation. If you have not given clear and specific expectations, the sales people will default to what feels...
by Dave Kahle | Jul 15, 2016 | Professional B2B salespeople, Sales Force Issues, Sales practices & strategies
In our fast-paced 21st Century economy, field salespeople must make effective use of their time, And that means disciplined strategic planning for salespeople. “Ready, aim, shoot.” Unfortunately, that’s the all too common description of the field sales person’s modus...
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...
by Dave Kahle | Jun 30, 2016 | Professional B2B salespeople, Sales practices & strategies
Best Practice #44: Is good at asking questions as a means of facilitating every step in the sales process. A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was this: They ask...
