Practical Wisdom from Kahle Way Sales Systems

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 organizations. It is the ultimate success skill for our age...

We live in a time of unprecedented change. The wise business person will put disciplines and processes in place to keep the organization ahead of what's next. We're recommending a SCAN meeting.

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...

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...

"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 essen...

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 relatio...

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 t...

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 le...

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 ever more professional?   Sales Leader's Excellence...

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, from this point on, you will have two jo...

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 then, we've found application fo...

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 conclusions about our experiences as we gro...

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-sales-success/

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 of stretching beyond today's comfort zones.        ...

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 disciplines to intentionally put into your personal...

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 disciplines to intentionally put into your personal...

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 disciplines to intentionally put into your personal r...

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 disciplines to intentionally put into your personal...

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 disciplines to intentionally put into your personal...

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 disciplines to intentionally put into your personal...

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 sixth of a series I unpack my recommendations for habits, concepts and disciplines to intentionally put into your routines an...