Practical Wisdom from Kahle Way Sales Systems

Getting the last look. In this response to a question, the writer of the question wants the ability to go in after the bids have been submitted, to look at the competitive bids or at least the lowest bid prices, and to change his/her prices in order to be awarded the business.

I have responses for this on several different levels.

1. Avoiding a bid situation to begin with.
2. Making a last look unnecessary.
3. When all else fails, ensuring that you get a last look.

A client described this situation: Business is flat, and he's unable to get his sales force to promote the lines that he wants to promote, he's unable to get them to use some of the new technology that the company wants them to use, and he's unable to get them to prospect for new customers. He's faced with an experienced sales force, who for the most part, are unmanageable. Here's my response.

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Sales managers, deprived of training and solid direction, typically default to one of these styles. Look at each, and the pros and cons of each and determine which applies to you.

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Only about five percent of sales organizations invest in developing their salespeople. Those that do are often the industry leaders. Creating and managing a formal program to develop your salespeople is one of your best investments.

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There are a lot of 100% commission sales compensation plans around. Should there be? Think deeply about this as I respond to two questions about sales force compensation.

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Join with me to examine a couple more of that series of words that a significant percentage of the population would rather not hear – humility and commitment.

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Throughout the history of mankind, successful people have been disciplined people. At some point in their development, they have discovered the power that lies in discipline. And they chose, with an act of willfulness and intentionality, to pursue disciplines. As a result, they rise above the pack on the basis of the strength of their wills and their ability to discipline themselves to do the right things, consistently, methodically and regularly.

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Higher character has been recognized, across generations and cultures, as one of the ideal qualifications for positions of leadership. Until recently. We've discarded the idea of higher character, and are paying the price.

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The calls for "lower price" are becoming more frequent and frantic in this age of inflation. How should you handle them? Listen as I respond to three questions concerning lower prices. You may gain a perspective you've never had before.

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Value-added means different things to different people. If you are going to be a true value-added seller in the 21st century marketplace, you must be flexible and capable enough to offer different things to different customers, responding to the individual customer's definition of what is valuable to him or her.

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