Practical Wisdom from Kahle Way Sales Systems

I've trained thousands of B2B salespeople. I've seen  certain negative tendencies –mistakes – keep cropping up over and over.  So, I've put together a series of posts on the five most common mistakes salespeople make, as well as action plans to overcome those mistakes.  See if these apply to you. **************************************************         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 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com The Sales Excellence Club      

Is there an ideal ratio of sales reps to sales managers?  That's a question I sometimes field. Based on my work with over 500 sales organizations, I have an opinion.  Join me as we explore the answser. ***********************************************************************         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 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com The Sales Excellence Club

In a misguided attempt to stay busy and see as many people as possible, too many sale people subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential "things to do," and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities.  In other words, sales people must now engage in strategic planning. ********************************************************         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 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com The Sales Excellence Club  

After leaving school at 15, Larry Gould eventually built a $100 million company. His story will inspire and motivate you.  Listen as I interview him. ********************************************************************* 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 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.        Subscribe to these ten-minute helpings of out-of-the-box inspiration, education and motivation. WWW.DaveKahle.com The Sales Excellence Club  

  The best salespeople systematically keep track of their activity and regularly use those numbers to refine their approach.  It's a best practice of the best.  Not only can salespeople use the concept, but so can sales managers and Chief Sales Officers. It's a foundational step to building a sales system.  Here's how to do it. *********************************************         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 500 sales organizations.  In these ten-minute podcasts, his unique blend of out-of-the-box thinking and practical insights will challenge and enable you to sell better, lead better and live better.       The Sales Excellence Club