Practical Wisdom from Kahle Way Sales Systems

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: https://www.davekahle.com/fielding-directable-sales-force/

Link to The Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/

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?

"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.

The Kahle Way B2B Selling System

https://www.thesalesresourcecenter.com/immersion-b2b-sales/

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.

I know you are concerned with sales. It's easy to determine how well your people are selling to your customers. That's what sales reports are for. But your customers are more concerned with how well they are being served by your salespeople.

Why is that important? Because you are in it for the long run. You don't want to just sell something to a customer, you want to build a relationship that lasts over time and results in years of sales. In one sense, your business is not really a sales business, it's a relationship-building business. In this podcast, I drill down into one aspect of that: Serving the customer.

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.

Here are two proven guidelines to help you cope with angry or difficult customers.

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.

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.

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.

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. Instead of providing information on the best practices and processes of the job, most companies hope their sales managers will have learned enough during their days as a field sales person to provide some roadmap as to how to do this job well.

The Sales Leader's Excellence & Influence Course: https://www.thesalesresourcecenter.com/kahle-way-sales-management-system-course/