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Is It Time to Measure Sales Productivity?

Practical Wisdom from Kahle Way Sales Systems

Release Date: 12/29/2022

How to Handle a Plateaued Salesperson show art How to Handle a Plateaued Salesperson

Practical Wisdom from Kahle Way Sales Systems

One or more of your salespeople has leveled off.  Their performance hasn’t improved much in the last few years.  You know that these experienced salespeople can do better, but they seem unable or unwilling to break out of a certain level of performance.  You are scratching your head, frustrated, and losing sleep at night wondering how to improve the situation.  What do you do? Here’s a simple, effective strategy:   

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Three Ways to Add Advisers to Your Business show art Three Ways to Add Advisers to Your Business

Practical Wisdom from Kahle Way Sales Systems

 “Plans fail when there is no counsel, but they succeed                    when advisers are many.“ (Proverbs 15:22)  This is an often-quoted verse, a piece of advice from King Solomon, the wisest man who ever lived. While the advice doesn't appear to be pointed only at businesspeople, the application of that wisdom can make the difference between success and failure for a businessperson.              How do you apply the wisdom of this passage in a...

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Is Your Sales System Clogged with Accumulated Gunki? show art Is Your Sales System Clogged with Accumulated Gunki?

Practical Wisdom from Kahle Way Sales Systems

What’s gunk?  Any practice that detracts from the salesperson spending time with customers.  In other words, other things the outside salespeople do instead of meeting with customers. Let’s drill deeper into Gunk, determine if you, or your salespeople are guilty of any of it, and begin to fix it. The community for Excellence & Influence --

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Have We Lost The Ability to Say NO? show art Have We Lost The Ability to Say NO?

Practical Wisdom from Kahle Way Sales Systems

It seems like more and more business people have lost the ability to say no. That’s too bad.  Being able to say no is a higher level skill that is advantageous in both business as well as life in general. Those who don’t master the art of saying no are forever doomed to an immaturity in their business skills, while those who can and do say no operate at a higher level of skill and social finesse.

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Hidden Costs in a Sales Team show art Hidden Costs in a Sales Team

Practical Wisdom from Kahle Way Sales Systems

The biggest cost in a sales team is often invisible and unacknowledged.  Yet, it costs the company more in opportunities lost than any other single issue. Many sales managers aren’t even aware of it.  Let’s take a look. The Kahle Way(r) B2B Selling System: https://www.thesalesresourcecenter.com/immersion-b2b-sales/ The Kahle Way Distributor Selling System https://www.thesalesresourcecenter.com/immersion-distributor-sales/

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3 Greatest Challenges for Sales Managers show art 3 Greatest Challenges for Sales Managers

Practical Wisdom from Kahle Way Sales Systems

Over my career, I’ve worked with hundreds, maybe even thousands of sales managers, and I’ve learned some things. Regardless of the size of business, the product sold or market to which it is sold, sales managers share some common hurdles.  Here are the three most common challenges for sales managers.  

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Hiring a Star Salesperson -- What to Look For- Part 6 show art Hiring a Star Salesperson -- What to Look For- Part 6

Practical Wisdom from Kahle Way Sales Systems

Every sales manager wants to hire star salespeople.  But few do. One reason for that is we don’t know what to look for in an interviewee.  In this concluding article in a series of six, I identify the qualities of character that contribute to the make-up of a superstar salesperson.  

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Hiring a Star Salesperson -- What to Look For. show art Hiring a Star Salesperson -- What to Look For.

Practical Wisdom from Kahle Way Sales Systems

Hiring a star salesperson is one of the best things you can do.  But, very few people do it well.  We often look for the wrong things in the interview process.  We should be looking for the character of the prospect.  Here's the next  in my series on the qualities of character star salespeople have in common. -- A self-image of success.    Te.  

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Hiring a Great Salesperson - What To Look For show art Hiring a Great Salesperson - What To Look For

Practical Wisdom from Kahle Way Sales Systems

We’d all like to hire great salespeople.  Few of us ever do.  Part of the reason may be the qualities and qualifications we look for in the interview process.  In this next of a series of qualities of character of the best salespeople, I unveil the next in the list – the ability to create positive business relationships.  

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Hiring a Star Salesperson- What to Look For show art Hiring a Star Salesperson- What to Look For

Practical Wisdom from Kahle Way Sales Systems

We’d all like to hire superstar salespeople. The problem is spotting one in the interview process. What do you look for?  In this, one of a series on the qualities of character of superstar salespeople, I share my number three recommendation:  Th Ability and Propensity to learn. Investigate the Sales Leader's group in the Xi

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More Episodes

Sales productivity may be a new concept for many sales executives.  “Sales” is easy to understand, and “productivity” is pretty clear, but when those two words are combined the combination becomes a bit vague.

What exactly is sales productivity, and why should you be concerned about it?

Kahle's Kalculation -- Free Ebook.