11-04 The Best of Dave Kahle Posts for the Month of October

Published: Sat, 11/04/17

On Entertaining Your Customers

How much time should I spend entertaining my customers? Good question. The world of the field sales person is changing rapidly these days, and everything is in question. The practice of entertaining customers is one of those issues... [read more]

Three keys to handling objections effectively

It’s the moment that many sales people dread. You’ve asked the customer to do something – give you an appointment, issue a P.O., or schedule a demonstration and, instead of saying “Yes,” the customer gives you a reason why he/she does not want to do... [read more]

Sales Leader’s Q&A:

When to terminate a sales person?

Question: Our business has been struggling for the last year or so. Several of my sales people are just not producing. I’m not sure I can continue to work with them. When do I decide to terminate their employment?

Answer: Wouldn’t it be nice if we didn’t have to ask this question? In an ideal world, everyone would succeed, and our biggest problem would be how to acknowledge the real heroes among a group... [read more]

Is it time to revise your sales compensation plan?

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... In the last few years... a number of changes in the economic environment have combined to render some of those compensation plans ineffective... [read more]

Sales management is too important to not do it better

In a world where it is more and more difficult to distinguish yourself on the basis of product, service or price, the best companies excel on the basis of the quality of their sales force.

Those companies who manage and direct their sales forces to higher levels of productivity succeed, while those who remain stuck in fear, afraid to invest in their own development, gradually fall by the wayside.

That’s why we are offering you the opportunity to “sell better” by helping your sales managers manage better.

Over 2,079 sales leaders have been trained in 24 previous seminars.

"This is an extremely simple, yet highly effective system of managing salespeople. Beyond that, I am very impressed with the values built into the program (the counseling section, and the consistent processes which value the overall dignity of the individual while keeping them accountable). This is truly a system I can get behind and learn to master. I look forward to being a part of my salespeople's development and success."
John Cobb, Consolidated Supply, Inc.

Join with a dozen of your colleagues in Dallas on November 30^th & December 1^st

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Pride, Humility and Failure

Remember John Delorean? He was the superstar General Motors executive who started the Delorean Motor Company. When the company began to falter, he was arrested and charged with complicity in a drug deal... One particularly insightful article in the Detroit News theorized that he had been supremely successful his whole life, and thus never learned to deal with failure... Regardless of the individual circumstances for Mr. DeLorean... if we choose to, we learn more from our failures than... [read more]

Are you really a second-class Christian?

Unfortunately, the result of this belief is that millions of Christians, like myself, lead lives that are far less productive than God wants. And hundreds of thousands of businesses are hindered from achieving their full potential. And that means that the Church’s influence and impact is light... [read more]