Practical Wisdom from Kahle Way Sales Systems

There are, in the world of sales and sales systems, certain practices that have such an enormous impact on the company and the market that they are in a special class of activities that call for executive involvement at the highest levels.

One of that handful of activities is the creation of a value-added position (VAP). Next to the company's vision, mission and values statements, a VAP contains the most important words an organization can create. It often forms the first impression the market forms of your company, and frequently bounces around in their head like a tune from their teenage years.

: For all but the new and the internally driven salespeople, straight commission plans merely reward the content sales person to maintain the status quo. Let's consider this together.

Salespeople are sick of hearing "Your price is too high." But, what if the real issue isn't the price?

Here's a secret that almost nobody knows, including all those gurus telling you to sell value. They don't always buy the best value. But, they can invariably be counted on to buy the lowest risk!

The biggest issue in the minds of your customers and prospects is not price, and it is not value – it is risk. Let's dig into this.

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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:

How to Kreate Kahle's Kalculation of Sales Productivity

"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. [G1]

How do you apply the wisdom of this passage in a practical way to a business?

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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.

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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.

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/

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.

The Sales Manager's Group

The Sales Leader's Excellence & Influence Course

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.