Practical Wisdom from Kahle Way Sales Systems

To grow your business, you must develop the discipline to adhere to certain regular practices. The first of these is investing your time into your business in a methodical, intentional way. Let's examine this together.

Are there best practices for salespeople?  Or, does every salesperson develop his/her ‘own style of selling?” How you answer that question can impact a sales force and a salesperson' career. Join with me as I dig into this key question. 

The Kahle Way Wholesaler/Distributor Selling System

The Kahle Way B2B Selling System

Are there best practices for salespeople?  Or, does every salesperson develop his/her ‘own style of selling?” How you answer that question can impact a sales force and a salesperson' career. Join with me as I dig into this key question. 

The Kahle Way Wholesaler/Distributor Selling System

The Kahle Way B2B Selling System

:  “So, what do you think you can do for us?”  The CEO had finally gotten to that question after a couple of hours of introduction to his company and their specific marketing problem. 

          They had a successful company, selling acoustic panels through architects for buildings that had a sound problem.  A year or so ago, they had developed a new product – a computer-operated sign board that allowed building managers to list events and meetings, and to easily change those as needed.  The product had taken a year to develop and the company had poured all its excess financial resources into it – a couple of hundred thousand dollars.  Now, they were having difficulty selling the product, and had no money to invest in a sales and marketing system.

          I answered his question.  “Nothing.  I can’t make something out of nothing.  If you have no money to invest in the system to sell this new product, I can’t do anything for you.”

          Unfortunately, their situation is not unique. 

I’m often asked to help a company refine their sales force compensation plans.  As a consulting company, that’s work that we regularly do.  I believe in having a well-designed, effectively managed compensation plan as a fundamental part of any productive sales system. 

          But it’s a mistake to think that the compensation plan is the entire solution.  It’s only a part.

The Kahle Way Sales Management System Course. Learn More Here.

If you want to improve the productivity of your organization, and particularly your sales team, focus first on the structure.  When you change the structure, you change the behavior of the people who operate within that structure.  Let me explain.

If you want to improve your sales results, first focus on the quantity and quality of sales calls.  While this may sound blatantly obvious, it’s often neglected, and more rarely ever the focus of an organization’s efforts. Yet, it’s the keystone event in the sales process.

The Kahle Way B2B Selling System

In our surveys, CEOs indicate “on the job” training as the predominant method of developing salespeople.  If everyone is doing it, it must be OK, right?

Maybe not.  Let’s look a little closer.

The Kahle Way B2B Selling System 

I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing.  In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been shrugged to the side, and a new ethic of rushing to conclusions with little objective basis has replaced it.  We are regressing to the Middle Ages.

One of the most common complaints I hear from my clients is this:  “I can’t seem to motivate the sales people to call on prospects and develop them into new customers.”

          There is a relatively simple, fun and inexpensive way to remedy this situation.  It’s called a sales blitz.  Unfortunately, few companies are even aware of it, and fewer yet use it.

The Sels Master's Approach to Acquiring New Customers