Is It Time to Revise Your Sales Compensation Plan?
Practical Wisdom from Kahle Way Sales Systems
Release Date: 05/19/2022
What's a Professional Salesperson/Salesforce?
Practical Wisdom from Kahle Way Sales Systems
Listen to my reply to this question: “Q. Dave, I’m from outside the industry, and am accustomed to what I see as a much more professional sales force than what I currently have. Am I off-base in expecting a professional group of salespeople, as opposed to the ‘nice guys’ who don’t seem to take their professions seriously that I inherited?”
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Your Strategic Advantage for the Information Age
Practical Wisdom from Kahle Way Sales Systems
The rapid change whirling around every company puts great pressure on organizations to change themselves. Not only must the organization as a whole change, but the individuals within each organization must themselves change, learn and grow more rapidly than at any time in the past. This ability for an organization and its people to change in response to the changing world around them may be the ultimate success skill for the Information Age. Check out the https://www.davekahle.com/leadership-and-b2b-sales-management-groups/
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Using Specific Expectations to Transform Your Sales Force
Practical Wisdom from Kahle Way Sales Systems
: “Lack of directability is one of the problems common to sales forces. That means the sales force rarely does what management wants them to do. Instead, they do what they have always done, or they work only in their own best interests instead of the interests of the company. This robs the company of an incredibly powerful strategic asset- a directable sales force. Here’s the first step to overcome that problem.
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Is it Time to Focus on Sales Productivity?
Practical Wisdom from Kahle Way Sales Systems
Lots of people understand 'productivity', and 'sales' is easily understood, but when you put the two words together, the concept often becomes baffling. Sales Productivity can be the key to growing your business and taking market share. Begin here. Download here.
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Consequences of an Entreprenurial Sales Team
Practical Wisdom from Kahle Way Sales Systems
: Many sales models are built on the concept of the entrepreneurial salesperson. There was a time when this model was effective, but in today’s competitive economy, there are serious difficulties with the entrepreneurial model. Let’s consider this together. Check out
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Is It Time to Revise Your Sales Compensation Plan?
Practical Wisdom from Kahle Way Sales Systems
If you're paying your sales reps straight commission, you're using an obsolete formula. If you're paying your sales reps a straight salary, you're also using an obsolete formula. Both of those formulas are vestiges of an earlier, simpler times. You may be like thousands of other companies who are using compensation plans that served them well in the past. Let’s dig into this. Check out
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Are You Significant?
Practical Wisdom from Kahle Way Sales Systems
While there is a degree of significance to be achieved though one’s family, my focus in this article is on a higher level of significance. Having “notable worth or influence” implies that significance of that level is relatively rare. People take note of it. Suppose you could lay a foundation of significance with your family, and then reached out to ‘matter” to a larger world. Suppose you could seek significance in your career and your business.
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Harnessing the Power of a Manifesto
Practical Wisdom from Kahle Way Sales Systems
There is something incredibly compelling about being a part of an organization that aspires to something larger and more noble than others of their ilk. Something in the soul of human beings longs to be a part of something that not only strives for a better future but works to enhance the present. A well-written manifesto taps into that power. It claims the best for its adherents and attracts the best people to it. The Xi Community:
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Improving Your Sales Force Begins with The Sales Managers
Practical Wisdom from Kahle Way Sales Systems
When budgets are limited, the single most effective use of training money is not on the salespeople, but rather the sales managers. Let’s dig into this. The Group: https://www.davekahle.com/leadership-and-b2b-sales-management-groups/
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What Holds You Back?
Practical Wisdom from Kahle Way Sales Systems
One of the biggest obstacles to the growth and development of a salesperson -- or anyone else – is not their lack of skills and experience, but rather the internal obstacles that hinder their actions. Dig into what holds you back, so that you can break free.
info_outlineIf you're paying your sales reps straight commission, you're using an obsolete formula.
If you're paying your sales reps a straight salary, you're also using an obsolete formula.
Both of those formulas are vestiges of an earlier, simpler times.
You may be like thousands of other companies who are using compensation plans that served them well in the past. Let’s dig into this.
Check out The Xi Community for Sales Leaders.