Practical Wisdom from Kahle Way Sales Systems

Our perspectives shape our behavior and set our character. We can change our perspectives and thereby change our lives.

Here's my answer to two common questions: How do you sell commodities? and What do you do when the customer is only interested in low price?

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It's one of the most common laments I hear from principals and sales managers: "I wish I had a more professional sales force."

No doubt that thought has passed through your mind at some time in the recent past. You're not alone, of course. I hear it regularly from my clients. 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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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.

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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?"

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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.

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https://www.davekahle.com/leadership-and-b2b-sales-management-groups/

: "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.

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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.

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: 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.

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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.

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