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The Discipline of Wisely Investing Time

Practical Wisdom from Kahle Way Sales Systems

Release Date: 08/24/2023

What's a Professional Sales Manager? show art What's a Professional Sales Manager?

Practical Wisdom from Kahle Way Sales Systems

All of us have become what we are, at least in part, to the impact other people have had on us -- some positive and some negative.  A professional sales manager is gifted with a rare and precious opportunity -- the opportunity to play a pivotal role in the lives of his charges.  Join me in this review of the best sales manager for whom I ever worked. The Sales Leader's Excellence & Influence Course -- learn more    

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Should You Take the Next Step with An Executive Roundtable Group? show art Should You Take the Next Step with An Executive Roundtable Group?

Practical Wisdom from Kahle Way Sales Systems

The 2020's are without a doubt one of the most turbulent times American businesspeople have ever seen. That means that it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions as recently as two years ago are likely to be obsolete today. One solution to keeping up with changing times is an executive roundtable.

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Do You Have a Professional Sales Force? show art Do You Have a Professional Sales Force?

Practical Wisdom from Kahle Way Sales Systems

“I wish I had a more professional sales force.”  That’s one of the common laments I hear from sales leaders.  Let’s take a look at what it really means, why it is such a common malady, and what you can do about it.  

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Are You Fuzzy or Focused? show art Are You Fuzzy or Focused?

Practical Wisdom from Kahle Way Sales Systems

The world is full of people who are fuzzy in their thinking.  Moving from fuzzy to focused can make everything better.

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Multi-tasking, Focus, and Other Stuff show art Multi-tasking, Focus, and Other Stuff

Practical Wisdom from Kahle Way Sales Systems

When you give a proactive salesperson “other stuff” to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person’s labors. While my focus is salespeople, the disease is rampant in almost every job description.  Let’s unpack this. The XI Community.  Check it out

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10 Ethical  Commandments for Salespeople  show art 10 Ethical Commandments for Salespeople

Practical Wisdom from Kahle Way Sales Systems

Work with a lot of people, and you have many opportunities to be unethical.  Work with a lot of money and the same is true.  Put those together, and you have the world of the professional salesperson.  Here are ten commandments to help keep you on the straight and narrow.  Check out the

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Spend Sales Dollars Wisely show art Spend Sales Dollars Wisely

Practical Wisdom from Kahle Way Sales Systems

Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things.  Here’s one:  Very few chief sales officers have a good handle on the economics of the sales force.  And very few entrepreneurs think about the economics of a sales system.           Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate.  So, sales salaries, expenses, advertising costs, etc. are readily at hand.  However, very few...

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How to Master the Ultimate Success Skill for Our Age show art How to Master the Ultimate Success Skill for Our Age

Practical Wisdom from Kahle Way Sales Systems

Rapid change is not a phase we're passing through; it's a process in which we're engaged. That means it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions just two or three years ago are likely to be obsolete today.  Even more sobering, the conclusions and strategies which we develop today will be obsolete in a couple of years.           There is only one strategy that will see us through:  Mastering the competency of changing ourselves and our organizations as quickly as the world is changing around...

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Do You Have a Selling System? show art Do You Have a Selling System?

Practical Wisdom from Kahle Way Sales Systems

Should your company allow every salesperson to have their own style of selling, or should you have a selling system to which everyone adheres?  Let’s dig into this.   How to Sell Anything to Anyone Anytime --  The Excellence & Influence Course for Sales Leaders --

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The Flip Side of Customer Relationships show art The Flip Side of Customer Relationships

Practical Wisdom from Kahle Way Sales Systems

In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor’s salesperson, can be of utmost importance.  It doesn’t take long in the business to understand that if the customer dislikes you, he is rarely going to see you.  And if he does know you and trust you, he is more likely to do business with you.  Creating positive business relationships with all of your customers and prospects is, then, a fundamental step in the path toward success for any B2B salesperson. Having said that, the existence of positive business...

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To grow your business, you must develop the discipline to adhere to certain regular practices.  The first of these is investing your time into your business in a methodical, intentional way.  Let's examine this together.