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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 mo…
 
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. The Excellence & Influence Community. Learn more here.By Dave Kahle
 
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 the…
 
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. The Sales Leader's Excellence & Infl…
 
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…
 
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. Check out the Sales Manager's Group in the Xi Community here.…
 
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?” Check ou…
 
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 respon…
 
: “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 direct…
 
: 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. Check out The Xi Community for Sales Leaders.…
 
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 th…
 
While there is a degree of significance to be achieved though one’s family, my focus in this article is on a higher level of significance. Having “notable worth or influence” implies that significance of that level is relatively rare. People take note of it. Suppose you could lay a foundation of significance with your family, and then reached out t…
 
There is something incredibly compelling about being a part of an organization that aspires to something larger and more noble than others of their ilk. Something in the soul of human beings longs to be a part of something that not only strives for a better future but works to enhance the present. A well-written manifesto taps into that power. It c…
 
At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business and there is an equally impressive body of knowledge and infrastructure for the people component. When it comes to systems, however, there is not nearly the quantity and quality…
 
Very soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-Covid normal. The question in the back of every executive’s mind is this:” How do we handle the post-Covid changes?” In this podcast, I suggest an approach to using this window of opportunity to make significant, positive chan…
 
Our times are uniquely characterized by an unprecedented pace of change. If we are going to survive and thrive in this environment, we have to do some different things, and do others much better. One of these is the discipline of purposeful learning. It is the ultimate success skill for our age. In this podcast, I share six disciplines to help you …
 
Our times are uniquely characterized by an unprecedented pace of change. We need to do some things differently and some things better than ever. One of those is the discipline of purposeful learning. If we are going to survive and succeed in these turbulent times, we need to make it a part of our lives and a strategic initiative in our organization…
 
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 e…
 
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…
 
“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 whe…
 
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 cu…
 
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 c…
 
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…
 
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 manag…
 
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 c…
 
Ah, if only the people around us were more professional. Our lives would be easier, our businesses would grow more effortlessly, we’d find our jobs more fulfilling…the list of dramatic benefits can go on and on. 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 eve…
 
The job of the field salesperson will continue to grow more complex, more challenging and more difficult for the foreseeable future. So what does that mean to you? It means that you will need to continually change and adapt constantly. It means that you will need to become proficient at learning new things and improving yourself. It means that, fro…
 
On-boarding a new employee typically involves someone(s) to train the new employee, and weeks training the new person. But what if you could develop a system that eliminated much of that training time? Years ago, we developed a tool that was originally conceived as a way to rapidly and painlessly bring a new field salesperson up to speed. Since the…
 
As an educated and experienced practitioner in the profession of helping people change their behavior, I’m come to the conclusion that our set of preexisting beliefs supplies the largest and most potent set of obstacles to self-improvement and the greater success and fulfillment that comes with it. Human beings naturally make observations and concl…
 
Of all the things that you can do and say when you are talking with a customer, there is none that even comes close to the power of asking a good question. It stands alone, apart from every other tactic, as your single most powerful sales tool. Nothing even approaches it. Question Your Way to Sales Success: https://www.davekahle.com/question-way-sa…
 
In my 30 years of practice, I’ve interacted with thousands of executive and owners, and engaged with tens of thousands of B2B salespeople. The overwhelming majority have been lulled by moderate success to a place where they are hesitant to pursue excellence, weary of reaching for their potential, tentative about embracing any new ideas and afraid o…
 
The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this twelfth of a series I unpack my recommendations for habits, attitudes and dis…
 
The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this seventh of a series I unpack my recommendations for habits, attitudes and dis…
 
The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this tenth of a series I unpack my recommendations for habits, attitudes and disci…
 
The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this seventh of a series I unpack my recommendations for habits, attitudes and dis…
 
The pace of change has increased, the growth in complexity has multiplied, and information has proliferated at an unprecedented pace. We are in extraordinary times. And unprecedented times call for unique and disciplined approaches if we are to survive and thrive. In this eighth of a series I unpack my recommendations for habits, attitudes and disc…
 
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