Practical Wisdom from Kahle Way Sales Systems

Goal setting is one of the universal best practices for salespeople. Yet, many salespeople don't make it a part of their routines. The first step toward rectifying that is to understand why goals are such an important part of a successful salesperson' life. Join us to see how goal setting can focus and energize your efforts.

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.

As a long-time consultant and educator of salespeople and sales managers, I frequently see these three most common maladies suffered by sales managers.

The Kahle Way Sales Management System

In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their dismay.

Unfortunately, as long as our gaze is directed at "them" – those conditions in the market that have changed and are outside of our ability to control – we will never free ourselves from the constraints on our income and prosperity. We can't do anything about "them."

The real secret to improving our conditions is to work on "us."

Remember President George H. Bush's program to identify and recognize individual Americans who were outstanding in their fields, or who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them? It was called a thousand points of light. The idea was that one person's act, doesn't, by itself, do much. However, when joined together with a thousand others, like a candlelight, it can light up the entire country.

It's time for businesspeople, professionals and sale people to step up and light one candle.

If we chose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let's unpack this.

Q. How do I ensure that I get the last look in a competitive bid situation?

Q. Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call?

In this session, we're going to answer these two questions, providing you with guidelines you can implement for the balance of your career.

One of the watershed moments in the life and growth of a business occurs when the executives design and implement a system of measurements. This signals the development of the business from an entrepreneurial effort to a serious organization that can exist outside of the hands-on involvement of the entrepreneur. In this piece, we unpack that idea and show you how to create and implement a system of business measurements.

To dig deeper: https://www.davekahle.com/take-your-kingdom-business-to-a-higher-level-with-a-system-of-measurements/

"Why should someone spend time with you?" That was the question I asked the six sales people who were the subjects of an intense week-long training session.

The response? Blank stares. Some uncomfortable fidgeting. Nothing anywhere close to a coherent, persuasive response.

That experience made me realize the need for what I call a "value-added proposition," and what many people refer to as an "elevator speech." It is a well-thought-out, meticulously prepared, and memorized set of ideas that ultimately answer the question above.

What sets the exceptional professional apart from the average? Regardless of what the profession, from sales to psychiatry, the exceptional professionals share certain characteristics. Here's one: The propensity to take risks. Join with me as we unpack this character trait.

For a professional or salesperson, your job is much more than just a job – it's a profession. 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?