Practical Wisdom from Kahle Way Sales Systems – Details, episodes & analysis

      Sooner or later, almost every sales manager must face the difficult decision as to whether or not to terminate the employment of a salesperson. In this podcast, I provide some principles to help you with that decision.

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       Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.

         Dave 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.

Subscribe to Dave’s Newsletters

Check out the website

How To Kreate Kahle’s Kalculation

 One of the best ways to supercharge your personal development is to set goals.  In this post, I reply to a question about goal setting for personal improvement, with guidelines for every sales executive.

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       Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.

         Dave 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.

Subscribe to Dave’s Newsletters

Check out the website

For 30 years I’ve been training B2B sales forces to sell better.  I’ve noticed this – that any group of salespeople, 20% to 30% are eager to learn and enthusiastic about trying some of the practices I teach.  Of the remainer, some will try to apply some of the lessons, and others will fail to adjust their behavior at all. What is it that distinguishes the eager learners from the rest of the pack? 

Let’s unpack this.

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       Dave Kahle’s goal is to provide sales leaders and small businesspeople with practical actionable ideas that can make an immediate impact on your sales performance.

         Dave 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.

Subscribe to Dave’s Newsletters

Check out the website

: For all but the new and the internally driven salespeople, straight commission plans merely reward the content sales person to maintain the status quo. Let’s consider this together.

Salespeople are sick of hearing “Your price is too high.”  But, what if the real issue isn’t the price? 

        Here’s a secret that almost nobody knows, including all those gurus telling you to sell value.  They don’t always buy the best value.  But, they can invariably be counted on to buy the lowest risk!

         The biggest issue in the minds of your customers and prospects is not price, and it is not value – it is risk.   Let’s dig into this.

The XI Community. Learn More Here

One or more of your salespeople has leveled off.  Their performance hasn’t improved much in the last few years.  You know that these experienced salespeople can do better, but they seem unable or unwilling to break out of a certain level of performance.  You are scratching your head, frustrated, and losing sleep at night wondering how to improve the situation.  What do you do? Here’s a simple, effective strategy: 

How to Kreate Kahle's Kalculation of Sales Productivity

 “Plans fail when there is no counsel, but they succeed                    when advisers are many.“ (Proverbs 15:22) 

This is an often-quoted verse, a piece of advice from King Solomon, the wisest man who ever lived. While the advice doesn't appear to be pointed only at businesspeople, the application of that wisdom can make the difference between success and failure for a businessperson.  [G1]  

          How do you apply the wisdom of this passage in a practical way to a business?        

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What’s gunk?  Any practice that detracts from the salesperson spending time with customers.  In other words, other things the outside salespeople do instead of meeting with customers. Let’s drill deeper into Gunk, determine if you, or your salespeople are guilty of any of it, and begin to fix it.

The community for Excellence & Influence -- Learn more.

It seems like more and more business people have lost the ability to say no. That’s too bad.  Being able to say no is a higher level skill that is advantageous in both business as well as life in general. Those who don’t master the art of saying no are forever doomed to an immaturity in their business skills, while those who can and do say no operate at a higher level of skill and social finesse.

The biggest cost in a sales team is often invisible and unacknowledged.  Yet, it costs the company more in opportunities lost than any other single issue. Many sales managers aren’t even aware of it.  Let’s take a look.

The Kahle Way(r) B2B Selling System: https://www.thesalesresourcecenter.com/immersion-b2b-sales/

The Kahle Way Distributor Selling System https://www.thesalesresourcecenter.com/immersion-distributor-sales/