Sales Management Tips

Transitioning From Salesperson to Sales Manager

By Dave Kahle / March 14, 2023

Q. I have been reading some of your articles and then came across your website. I was wondering what kind of advice you would give to a salesperson trying to become a sales manager. What steps should I try taking first? A. Good question. I’m sure there are thousands of my readers who have the same question bouncing around in…

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Should We Proactively Lead the Post-Covid Adjustments?

By Dave Kahle / February 15, 2023

Very soon we’ll be confronting the next wave of change as our companies and our jobs lurch back to something resembling pre-covid normal. The question in the back of every executive’s mind is this: “How do we handle the post-Covid changes?” Specifically, we’ll have to accommodate employees who have been working from home, customers who wouldn’t see salespeople, and a…

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How Do You Get ’em to do What You Want ’em to?

By Dave Kahle / April 6, 2022

“How do I get ’em to do what I want ’em to?” That’s probably the question I’m asked more than any other. Frustrated CEOs, CSO’s and sales managers express that thought over and over, in one way or another. They’re talking about their salespeople, of course. They harbor a feeling that some of their salespeople just aren’t doing what they…

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How can I help a salesperson regain interest in the job?

By Dave Kahle / October 24, 2018

If a sales person has lost interest, this could lead to reduced sales production for the sales person and for the company. When should you intervene?

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Lower Our Price or Lose the Deal

By CommenceCRM / October 9, 2018

What can you do to win the business and retain your price points when faced with this ultimatum?

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Stimulate the change you want

Sales Q & A – Creating Change

By Dave Kahle / August 30, 2018

You have mandated some changes, and a good percentage of the sales people are not making them. Time to take some action.

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Prospecting how-to: Buy a mule, grow a beard, don't wash and wander around the desert...right?

Define Prospecting – Then Do It!

By CommenceCRM / February 2, 2018

How you define prospecting is up to you, but make sure you define it in specific behaviors to be followed.

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No one leaves unless the building is on fire. | Sandler Sales Training

I’ll Just Be Gone for a Minute

By CommenceCRM / December 18, 2017

What is the best way to handle meeting interruptions? Don’t allow them to happen.

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Indecision: Postponing a decision because you are still considering all of the information.

Keep Thinking. It Will Go Away.

By CommenceCRM / July 24, 2017

Postponing a decision because you are still considering all of the information can reach the point where the need for the decision ceases to exist.

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Collect small bits of information about the competition, see the big picture.

Learning About the Competition

By Dave Kahle / March 13, 2017

How to gain incredible insights into your competition.

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