Practical Wisdom from Kahle Way Sales Systems
Focused on business professionals, sales leaders and professional salespeople we help you sell better, lead better and live better. Enjoy.
info_outline How Do You Make Customer Service Reps More Proactive? 06/30/2022
How Do You Make Customer Service Reps More Proactive? Here’s my response to this question: How can we get inside sales to do some proactive sales activities each day? We want our inside sales people to use some of their time to shift into the proactive mode to make outbound phone contact to existing and new business. Check out the Sales Manager's Group in the
info_outline What's a Professional Salesperson/Salesforce? 06/23/2022
What's a Professional Salesperson/Salesforce? 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?”
info_outline Your Strategic Advantage for the Information Age 06/16/2022
Your Strategic Advantage for the Information Age 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/
info_outline Using Specific Expectations to Transform Your Sales Force 06/09/2022
Using Specific Expectations to Transform Your Sales Force : “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.
info_outline Is it Time to Focus on Sales Productivity? 06/02/2022
Is it Time to Focus on Sales Productivity? 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.
info_outline Consequences of an Entreprenurial Sales Team 05/26/2022
Consequences of an Entreprenurial Sales Team : 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
info_outline Is It Time to Revise Your Sales Compensation Plan? 05/19/2022
Is It Time to Revise Your Sales Compensation Plan? 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
info_outline Are You Significant? 05/12/2022
Are You Significant? 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.
info_outline Harnessing the Power of a Manifesto 05/05/2022
Harnessing the Power of a Manifesto 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:
info_outline Improving Your Sales Force Begins with The Sales Managers 04/28/2022
Improving Your Sales Force Begins with The Sales Managers 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/
info_outline What Holds You Back? 04/21/2022
What Holds You Back? 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_outline How to Multiply Your Sales by Creating Partners 04/14/2022
How to Multiply Your Sales by Creating Partners Developing a handful of ‘partners’ is one of the most effective B2B sales strategies. These are customers who are so committed to you that they form the foundation of your revenue. Dig into the whys and hows of creating partners in this article. The XI
info_outline Do You Have a Sales System? 04/07/2022
Do You Have a Sales System? At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business and there is an equally impressive body of knowledge and infrastructure for the people component. When it comes to systems, however, there is not nearly the quantity and quality of conversation. And yet effective systems are, at the very least, just as necessary to the growth and health of a business as good people and adequate funds. Good systems are where the company’s financial assets intertwine with the people to produce results. The XI Community: https://www.davekahle.com/leadership-and-b2b-sales-management-groups/
info_outline Should We Proactively Lead the Post-Covid Adjustments? 03/31/2022
Should We Proactively Lead the Post-Covid Adjustments? Very soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-Covid normal. The question in the back of every executive’s mind is this:” How do we handle the post-Covid changes?” In this podcast, I suggest an approach to using this window of opportunity to make significant, positive changes. The XI Community:
info_outline 6 Disciplines to Master The Ultimate Success Skill 03/24/2022
6 Disciplines to Master The Ultimate Success Skill Our times are uniquely characterized by an unprecedented pace of change. If we are going to survive and thrive in this environment, we have to do some different things, and do others much better. One of these is the discipline of purposeful learning. It is the ultimate success skill for our age. In this podcast, I share six disciplines to help you master the skill. The XI Community: https://www.davekahle.com/leadership-and-b2b-sales-management-groups/
info_outline Sales Managers -- Equip Your Team with the Ultimate Success Skill 03/17/2022
Sales Managers -- Equip Your Team with the Ultimate Success Skill Our times are uniquely characterized by an unprecedented pace of change. We need to do some things differently and some things better than ever. One of those is the discipline of purposeful learning. If we are going to survive and succeed in these turbulent times, we need to make it a part of our lives and a strategic initiative in our organizations. It is the ultimate success skill for our age.
info_outline How Can You Lead in These Rapidly-Changing Times? 03/10/2022
How Can You Lead in These Rapidly-Changing Times? We live in a time of unprecedented change. The wise business person will put disciplines and processes in place to keep the organization ahead of what’s next. We’re recommending a SCAN meeting.
info_outline How Directable is Your Sales Force? 03/03/2022
How Directable is Your Sales Force? In today’s competitive environment, it’s important that sales organizations field a ‘directable’ sales force. The key word here is directable. It means that your sales force can be counted on to quickly, thoroughly and positively carry out your directions. Such a sales force is both rare, and incredibly valuable to the company. In this podcast, I explore that concept. Link to the self-assessment: Link to The Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/
info_outline Answers to 3 Questions abouit Difficult Accounts 02/22/2022
Answers to 3 Questions abouit Difficult Accounts How do we handle an unethical customer? One who says he would do anything to make money on a job, or to get a job? Dave, how can a sales person have a life at night and not be reactive to customers calling at night – seven or eight per night? In regards to personality conflicts with an account, at what point do you walk away and let someone else in your organization try?
info_outline The Two Biggest Decisions a Salesperson Can Make 02/10/2022
The Two Biggest Decisions a Salesperson Can Make “Sales time” is that portion of a salesperson’s work week wherein they are interacting with their customers and prospects. It can be on the phone, over an interactive webinar, or in person. It’s the heart of the job, wherein the salesperson exercises all the skills, concepts, practices and tools he/she has acquired over the years. Sales time is when the salesperson expresses the essence of what it means to be a professional salesperson. If it were not for sales time, there would be no salespeople. That makes the decision as to how to invest sales time one of the most important decisions that a salesperson makes. https://www.thesalesresourcecenter.com/immersion-b2b-sales/
info_outline 10 Commandments for The Ethical Salesperson 02/03/2022
10 Commandments for The Ethical Salesperson Sales is a profession that is ripe with temptation. Salespeople deal with a lot of people, and a lot of money. Either one of those by itself presents a challenge. Add them together and it can be overwhelming. Here are some guidelines to help you stay on the right side.
info_outline How well are your salespeople serving your customers? 01/27/2022
How well are your salespeople serving your customers? It’s easy to determine how well your people are selling to your customers. But your customers are more concerned with how well they are being served by your salespeople.
info_outline Dealing with Difficult Customers 01/20/2022
Dealing with Difficult Customers A difficult customer – someone who is angry or upset – can be one of the most challenging and rewarding encounters for most companies. If you cam handle the situation well, you will often gain a long-term customer. Mishandle it, and you’ll watch the situation dissolve into lost business and upset people.
info_outline How Sharp Is Your Sales Structure? 01/17/2022
How Sharp Is Your Sales Structure? Interested in improving the productivity of your sales force? Investing in training and developing your salespeople is always a good idea. But it isn’t the entire solution for many organizations. Often, enormous improvements in sales productivity can be achieved by sharpening the structure of your sales organization.
info_outline How to Communicate Price Increases 01/13/2022
How to Communicate Price Increases If you are like most segments of the economy, there have been more price increases announced in your industry in the last three months than in the last three years combined. Unfortunately, many sales forces are peopled with individuals who have never lived through a time of price increases. They have no frame of reference from which to view it, and no experience on which to draw. Here are some tips from someone who has been there.
info_outline Sales Manager's Most Common Mistakes --Part Two 01/06/2022
Sales Manager's Most Common Mistakes --Part Two In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. It’s an incredibly important and difficult job. Unfortunately, it is often the most under-trained job in the entire organization. In this podcast, I shine the light on two of the three most common mistakes sales manager's make.
info_outline Sales Manager's Most Common Mistakes -- Part One 12/30/2021
Sales Manager's Most Common Mistakes -- Part One In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. Unfortunately, it is often the most under-trained job in the entire organization. Most companies hope their sales managers will have learned enough during their days as a field sales person to provide some roadmap to do this job well.
info_outline How Professional Are You? 12/23/2021
How Professional Are You? Ah, if only the people around us were more professional. Our lives would be easier, our businesses would grow more effortlessly, we’d find our jobs more fulfilling…the list of dramatic benefits can go on and on. But what does it mean to be more professional? More importantly, what can we do to make sure that we, and our associates, are becoming ever more professional?
info_outline The Rising Challenge of Sales -- Are You Up For It? 12/16/2021
The Rising Challenge of Sales -- Are You Up For It? The job of the field salesperson will continue to grow more complex, more challenging and more difficult for the foreseeable future.