Practical Wisdom from Kahle Way Sales Systems

How do you know if you are investing in sales and marketing appropriately?   Because of my work with sales forces and sales systems, I've created a formula to measure the productivity of a salesperson, a sales team, and the company's sales and marketing efforts as a whole.   Using that, we've developed some benchmarks. See if you, your team, or your company is investing appropriately in sales and...

"How do I get my team to call on key accounts?"   -- That's the question from a frustrated sales leader.   Join me as I tap into 30 years of experience to respond.   It may not be the answer you'd expect. **************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can m...

          In these turbulent times, the world is changing at an unprecedent pace. Those who survive and thrive in this world will commit to 'two jobs' strategy to prepare themselves for the opportunities that accompany our changing times. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with prac...

We al struggle to overcome the issues we encountered in our childhood.  Among other things, they form our attitudes towards money. IN this revealing interview, Author Doug Lynam shares insights on how we formulate our  "money monsters," and how to tame them. ************************************************************************        Dave Kahle's goal is to provide sales leaders and small busin...

In this piece, I field two questions from frustrated sales managers on motivating their teams. Where do you start? If you have ever been frustrated, check this out. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales per...

What are the characteristics of a professional?  There are many, but one is 'the tendency to take risks."  Join me as I unpack this and measure yourself against this standard. ************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your...

Andee Hart is a successful entrepreneur with practical advice for others.  Listen as I interview and dig into her successful business.  ********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.           Dave is a B2B...

They aren't me! That was a realization I came to in my first management job.   It transformed my career by changing   my expectations. It could be the same for you.   Let's unpack that.   **********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impa...

Our world is moving so fast that many businesses are suffering because of practices that were fine in the past, but are now obsolete.   Check out these common practices and their more effective alternatives. **********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma...

Wouldn't it be great if your reactive people could make some out-bound proactive calls?  That's the situation a listeners described in a Q&A from a sales leader.  My response may surprise you.  *********************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate...

You have an experienced salesperson who seems to have lost interest in the job.  What do you do?  That's the question asked by a sales manager.  Listen to my response -- four specific possibilities. *****************************************************************         Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immedia...

How do I make service more tangible to our customers?   That's a question I received from a sales manager.   My response is a step by step process. ***************************************************************************         Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.     ...

Entrepreneur Mark Gerson maintains, in his new book, "God Was Right" that the first five books of the Bible -- the Torah -- contain all the information one needs to be successful in life and in business. Join me as I explore this with him, and gain a couple Biblical insights into success.  ******************************************************************** Dave Kahle's goal is to provide sales le...

Chances are, if your business is at all successful, you are going to the issue of funding your business growth: a larger space, more computers, more sophisticated software, and more equipment.   You'll have to buy raw materials, build your inventory and hire additional people.   You'll need to invest in continual training and developing your people.           How do you do that?   Here's a look at...

In a world characterized by over whelming distractions and the constant temptation to a transactional view of sales, "getting important" can provide focus, purpose and incredible rewards for those who can execute.   ********************************************************************* Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can ma...

        Sooner or later, almost every B2B salesperson slides, often unknowingly, into comfort zones.   They find themselves doing the same things, almost mindlessly, because they have become comfortable.   Here's how to deal with this, from a sales manager's point of view. ************************************************************************* Dave Kahle's goal is to provide sales leaders and sm...

Here's a question I received from a sales manager --  Q.   I wanted to do some sales training last year, but it just wasn't the right time for it.   We had too many things on our plate.   Looking at our calendar this year, I am coming to the same conclusion.   Am I ever going to have time to do sales training? Will it ever be the right time? Listen to my response.  ********************************...

      Sooner or later, almost every sales manager must face the difficult decision as to whether or not to terminate the employment of a salesperson. In this podcast, I provide some principles to help you with that decision. **************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actiona...

  One of the best ways to supercharge your personal development is to set goals.   In this post, I reply to a question about goal setting for personal improvement, with guidelines for every sales executive. ***********************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immedi...

Every professional and field salesperson must deal with discouragement when something goes poorly.   The challenge is to keep motivated, even in the face of adversity.   Here's a proven three-step process to help you. *************************************************************************        Dave Kahle's goal is to provide sales leaders and small businesspeople with practical actionable idea...

How do you sell when the competition has exactly the same product?   Are you reduced to being the low price?   Unfortunately, many sales people have never thought deeply about how to effectively sell commodities, and, therefore,   resort to discounting.   Here's a proven, effective approach. *************************************************************************        Dave Kahle's goal is to pr...

Which of these two choices is more likely to result in an effective salesperson: Hiring someone with technical expertise or industry experience and training them to become a salesperson Hiring someone with sales aptitude, and training them in the product knowledge and technical aspects of the job? Join me as I dissect this question. *****************************************************************...

We often get so caught up in the details of a sale and quantity of transactions that we fail to regard the value of our customers.   Sales is about people, not money. By giving an economic value to every customer it lifts them up in our radar screen and provides important information to help make decisions about sales and finances. In this article, I'll show you how.    ***************************...

There are lots of things you can do to improve your sales - both individually as well as corporately.  However, one initiative rises to the top as the one that will make the biggest impact on a person's and a company's sales productivity.  In this podcast, I answer a sales manager's question, and detail the step-by-step process to implement it.  ****************************************************...

         I can unequivocally state that there is a 99% chance that you will have a miserable, time consuming, disappointing experience when you attempt to employ your first salesperson.   In this article, I show you why, and provide some   ways to improve the likelihood of making a good hire. *************************************************************************** Dave Kahle's goal is to provid...