Practical Wisdom from Kahle Way Sales Systems

Over my career, I've worked with hundreds, maybe even thousands of sales managers, and I've learned some things. Regardless of the size of business, the product sold or market to which it is sold, sales managers share some common hurdles.  Here are the three most common challenges for sales managers. The Sales Manager's Group   The Sales Leader's Excellence & Influence Course

Every sales manager wants to hire star salespeople.  But few do. One reason for that is we don't know what to look for in an interviewee.  In this concluding article in a series of six, I identify the qualities of character that contribute to the make-up of a superstar salesperson.  

Hiring a star salesperson is one of the best things you can do.  But, very few people do it well.  We often look for the wrong things in the interview process.  We should be looking for the character of the prospect.  Here's the next  in my series on the qualities of character star salespeople have in common. -- A self-image of success.    T he sales leader's group in the XI Community.  Learn More...

We'd all like to hire great salespeople.  Few of us ever do.  Part of the reason may be the qualities and qualifications we look for in the interview process.  In this next of a series of qualities of character of the best salespeople, I unveil the next in the list – the ability to create positive business relationships. The Sales Managers Group of the XI Community:  Learn More Here.  

We'd all like to hire superstar salespeople. The problem is spotting one in the interview process. What do you look for?  In this, one of a series on the qualities of character of superstar salespeople, I share my number three recommendation:  Th Ability and Propensity to learn. Investigate the Sales Leader's group in the Xi Community here

We'd all like to hire a superstar salesperson.  But we often look for the wrong things in the interview process.  Instead of product or industry knowledge, we should look for qualities of character.  Here's my second characteristics of superstar salespeople : High Energy.  The X-I Community:  Learn More Here

Companies  lead by Servant Leaders more than double the return on investment when compared to other management styles.  In this interview with author Max Cates, we dig into the nuts and bolts of servant leadership Serve, Lead, Succeed -- Book by Max Cates T he Sales Leaders Excellence & Influence Course

If you can hire a superstar salesperson, your life will be easier and you'll look like a hero.  Easier said than done.  In this podcast, I share what to not look for, and share one of six things I look for in a sales hire. The Kahle Way B2B Selling System The Kahle Way Distributor Selling System

Sales productivity may be a new concept for many sales executives.  "Sales" is easy to understand, and "productivity" is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be concerned about it? Kahle's Kalculation -- Free Ebook.

Great business leaders invariably exhibit the same qualities of character. In this first of series, I look at the qualities of character that mark great leaders, with a deep dive into the first:  An unshakeable work ethic. Let's unpack that. The Xi Community.  Learn More Here.

In this sixth of a series on the character traits of successful business leaders, I identify one that might be surprising.  It is, however, incredibly powerful – humility. Humility is often misunderstood.  In this podcast, I describe it, and show how it is a powerful leadership trait.

The best business leaders have acquired a similar set of skills.  Without this set of character traits, it is difficult to lead a growing organization.  In this series, I uncover a key set of character traits for great business leaders.  This is number four – Unwavering self-control. The XI Community.  Learn More Here.

Listen to my response to this question: Our "A" customers do 90% of our business.  How much time or effort would you put into your "B" customers to bring them up to "A" customers? The answer will surprise you. The Kahle Way B2B Selling System

More important than the business model in the long-term success of a business is the character of the CEO.  In this series, I describe the top qualities of character that mark the successful business leaders.  This is number two – the ability and propensity to learn. The XI Community. Learn more here.

How can I sell more when I have so much to do?"  That's a common question with lots of different answers – all having to do with better sales time management.  Here's one key to selling more, even when you are pressed for time.  Focus on this one thing. The XI Community.  Learn more here.  

Great leaders have a number of character traits in common. This is the third in a series of posts dealing with the set of character traits that great business leaders exhibit – A continuous quest for MORE. The XI Community.  Learn More Here .

Are outside salespeople a thing of the past?            For generations, outside salespeople thrived on face-to-face relationships. Their approach to the job was to get in the car and go see people. The world is full of businesses who have grown on that sales model. Until recently. The Covid lock-down has turned the world of outside salespeople upside down.  Did the outside salesperson become obso...

Which is more important, the business model, or the character of the CEO?  From my experience, the character of the CEO trumps everything.  In this article/podcast, I dig deeply into that idea – the ultimate success formula. The Xi Community (Excellence & Influence)

One of the fundamental concepts in B2B selling is this:  There is a unique 'best" selling process for every combination of markets, products and customers.  Identifying that process, and using it to unleash the power of your sales team,  is a major step in the growth of a B2B sales organization. In this podcast, we show you how. The Sales Masters Approach to Acquiring New Customers Blog post with...

I was young, cocky and a bit full of myself when I had one of the most humbling experiences of my life, and learned a lesson that has stuck with me for decades.  Personal responsibility is easy to say, but quite a bit more difficult to actually embed into your life. The Xi Community:  Learn More Here

Great leaders have a number of character traits in common. This is the third in a series of articles dealing with the set of character traits that great business leaders exhibit – A continuous quest for MORE. The XI Community.

Self-delusion is becoming more widespread today and threatens to damage our lives and retard our culture. It's time we recognized it.

Getting the last look.  In this response to a question, the writer of the question wants the ability to go in after the bids have been submitted, to look at the competitive bids or at least the lowest bid prices, and to change his/her prices in order to be awarded the business.  I have responses for this on several different levels. Avoiding a bid situation to begin with. Making a last look unnece...

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 most part, are unmanageable.   Here's my response...

Sales managers, deprived of training and solid direction, typically default to one of these styles.  Look at each, and the pros and cons of each and determine which applies to you. The Sales Leader's Excellence & Influence Course