Practical Wisdom from Kahle Way Sales Systems

   From the beginning of history, wise people have recognized that success and fulfillment were a function of a refined character.   In recent years, we've abandoned that idea and taken a step backward in the development of mankind.   It is time to reverse the trend.     Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 states an...

      In this session, I respond to two questions from =sales managers: 1. What about deducting commissions from a salesperson?  2.  What to do about a salesperson who badmouths the company?  My responses will provide you with some principles to enhance your sales team management.        Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented...

       Managing change doesn't have to be a slow and methodical process.   In fact, to expect slow change is to do a disservice to the organization and its people, accepting a pace of change that actually falls behind the pace of change around us.         Dave Kahle is a B2B sales expert and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countries an...

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 mar...

Almost all of the policies and procedures that dictate our day-to-day efforts are vestiges of years gone by. Unless we institute a discipline of regularly examining them, we'll soon be rendered obsolete by the pace of change around us. Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He has authored 13 books, presented in 47 states and 11 countries and worked with over...

Join me as I respond to a couple of questions from sales managers.  One has to do with customer visits, and the other untouchable salespeople.  Let's drill deeper into both of these issues, with some practical wisdom for situations that you may encounter. .  Four Steps to Sharpen Your Sales Structure On Sales Systems Dave Kahle is a B2B sales expert, and a Christian Business thought leader.   He h...

One can't help but conclude that there has never been a generation of businesspeople who have had to deal with the pace of change moving as rapidly as our generation.   It truly is unprecedented. The rapidly increasing pace of change is the single biggest threat to our businesses and our careers – and our personal lives – that we will face for the balance of our lives. Over the past 30 years, I've...

Time management may be the biggest need in our frenzied culture.   Yet, many people have a defective view of time management, limiting their effectiveness. In this podcast, we set that straight. Dave Kahle is a B2B sales guru and Christian business thought leader.   He's been in practice as an author/speaker/consultant for over 30 years and has authored 13 books and presented in 47 states and 11 c...

Most people are not willing to invest in themselves or pay the price of personal growth and success.           For a lot of the people listening to this podcast that statement doesn't seem quite right. You have invested in yourselves: You read the books, attend the seminars and webinars, and listen to the podcasts, etc.    You have always sought to build your skills and become the best that you ca...

"Should salespeople be responsible for collecting?"  "Should you deduct commissions from unpaid invoices?"  "How many sales calls should a successful salesperson make?" In this podcast, I answer these questions from sales managers.  Join me as I dig deeper into these very real, nitty-gritty sales management questions.  Get How to Kreate Kahle's Kalculation here .

All of us have become what we are, at least in part, to the impact other people have had on us -- some positive and some negative.   A professional sales manager is gifted with a rare and precious opportunity -- the opportunity to play a pivotal role in the lives of his charges.   Join me in this review of the best sales manager for whom I ever worked. The Sales Leader's Excellence & Influence Cou...

The 2020's are without a doubt one of the most turbulent times American businesspeople have ever seen. That means that it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions as recently as two years ago are likely to be obsolete today. One solution to keeping up with changing times is an executive roundtable.

"I wish I had a more professional sales force."   That's one of the common laments I hear from sales leaders.   Let's take a look at what it really means, why it is such a common malady, and what you can do about it. The Excellence & Influence On-line Community  

The world is full of people who are fuzzy in their thinking.   Moving from fuzzy to focused can make everything better. The XI Community

When you give a proactive salesperson "other stuff" to do, the other stuff will always expand, taking more in time and energy than you anticipated, and rendering the proactive sales efforts to an unacceptable smaller part of the person's labors. While my focus is salespeople, the disease is rampant in almost every job description.   Let's unpack this. The XI Community.  Check it out here

Work with a lot of people, and you have many opportunities to be unethical.  Work with a lot of money and the same is true.  Put those together, and you have the world of the professional salesperson.  Here are ten commandments to help keep you on the straight and narrow.  Check out the XI Community.

Over my career as a sales expert, I've personally and contractually worked with over 500 sales organizations. I've learned some things.   Here's one:   Very few chief sales officers have a good handle on the economics of the sales force.   And very few entrepreneurs think about the economics of a sales system.           Almost everyone can tell you what the amounts of the various categories on a P...

Rapid change is not a phase we're passing through; it 's a process in which we're engaged. That means it is likely that the conclusions, paradigms and core beliefs upon which we based our decisions just two or three years ago are likely to be obsolete today.   Even more sobering, the conclusions and strategies which we develop today will be obsolete in a couple of years.           There is only on...

Should your company allow every salesperson to have their own style of selling, or should you have a selling system to which everyone adheres?   Let's dig into this.   How to Sell Anything to Anyone Anytime --  Learn more here. The Excellence & Influence Course for Sales Leaders -- Learn more

In the B2B world, the relationship between the customer and the vendor, and more specifically, the vendor's salesperson, can be of utmost importance.   It doesn't take long in the business to understand that if the customer dislikes you, he is rarely going to see you.   And if he does know you and trust you, he is more likely to do business with you.   Creating positive business relationships with...

In order for an individual or a society to reach its potential, it must continuously grow and develop. That requires consistent, methodical exposure to new ideas. Unfortunately, many people have arrested their development by remaining within their status quos.   Subscribe to our bi-weekly E-zine for sales leaders - Lead Bette r  

It's more and more popular to blame other people, or some 'ism' for your own circumstances.   As long as we claim to be a victim we'll never achieve our potential. As soon as we accept personal responsibility for our own circumstances, we gain the freedom to change them. Check out the XI (Excellence & Influence) On line community here.

The recent proliferation of AI (Artificial Intelligence) has surfaced a lingering issue: If we can create software to increase the capabilities of a computer, can we not create software to increase the capabilities of the greatest computer we know of – our minds? Let's drill deeply into this.   Menta-Morphosis mind software is in the XI Community.  Learn more here.

With a little bit of preparation and a thoughtful approach, sales meetings can be powerful meaningful events.   Here's how to make that happen.   The XI Community

To grow your business, you must develop the discipline to adhere to certain regular practices.   The first of these is investing your time into your business in a methodical, intentional way.  Let's examine this together.