Improve Sales Effectiveness

Quality Sales Calls

By Dave Kahle / August 12, 2022

Q.  How many appointments or conversations per day or per week should a sales person make in order to be successful? A.  I have no idea.  How’s that for an answer that you’re not expecting? OK, you know by now that doesn’t mean I don’t have anything to say to this point.  Let me explain my first statement.  I have…

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Goal-setting for personal improvement

By Dave Kahle / July 6, 2022

Q. I like the idea of setting goals for personal improvement, not only with my sales people, but for my own growth and development as well. Can you give me a more specific idea of what kind of goals I should be creating? A. Sure. This is one of my hot buttons. I believe that sales people should be continually…

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THIS IS THE SIGN YOU'VE BEEN LOOKING FOR

Good Sales People Are Problem Solvers

By Dave Kahle / June 25, 2018

We see what we look for and we don’t see nearly as much of what we don’t look for.

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Identify the obstacles then work to eliminate them.

It Takes More Than Compensation to Unleash a Sales Force

By Dave Kahle / May 9, 2018

If you don’t instruct the sales people in how to do the thing that you are paying them to do, your results will be considerably less than spectacular.

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Coworker asks for help. Do you say "Let me do it for you." | Sandler Sales Training

Don’t Show Them How

By CommenceCRM / August 29, 2017

Are there tasks you do which you refuse to teach anyone else? Make the best use of your time by showing someone how to do something you do.

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The BEST Prospects are motivated by NEED not Price.

Does the Prospect Have the Need?

By CommenceCRM / April 28, 2017

This is a Sandler Weekly Sales Tip from guest poster Shulman & Associates. The STORY: Nick sat in his company’s car at the nearby regional shopping mall. Seven o’clock at night, he glumly thought to himself, been on the road since this morning calling on people. Not one lousy sale, couple of nibbles, no closes. Nick had set out in…

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Dave Kahle's fundamental sales equation

Question and Answer #55 – My sales are down. What can I do?

By Dave Kahle / October 14, 2016

You’ll need to move outside of your comfort zones, become a whole lot more strategic, thoughtful, and better at what you do, and do some things differently.

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Thinking about sales – Just Listen!

By Dave Kahle / May 31, 2016

Listening is one of the four fundamental competencies of a professional sales person.

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Am I doing, right now, the most effective thing I could be doing? - Dave Kahle

Sales Time Management Tip

By CommenceCRM / April 19, 2016

One of the best ways to make progress in managing your time well is to think in terms of becoming more effective, not necessarily more efficient.

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Prospect seems interested but never gets back to you...

Sales Q&A #45 – Giving Quotes

By CommenceCRM / March 15, 2016

“How do I get the prospect to give me an answer when I provide a quote?” – a sales question and answer by Dave Kahle.

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