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The core theme of a sales manager's role is to drive the team to sell. Though they may be the best sales person on the team, if they spend 100% of their time helping close business then sales results will plateau when their selling capacity is reached, and you will find that other team members have not developed. Read More

Have you ever considered changing your compensation plan to paying on collection? The impact on your sales team might be greater than you think, and Dave Kahle walks through the issues in making this transition and how to do it as easily as possible. Read More

Thanks for the support! Read More

Ever felt unorganized when meeting with a prospect? This post covers some ideas on how to systematically get your act together to make sure it doesn't happen again. Read More

An article written 10 years ago exploring the issues faced by companies using sales forecasts appears to be echoed today by many companies. Is it possible that business hasn't evolved that much in a decade? Read More

Times are tough - especially for those budding entrepreneurs looking to get their business off the ground. And though people and businesses still need to consume goods and services, down economies do have some effect on the business owner's ability to find and obtain capital for their ventures. Here's how you can find that capital if your person Read More

Is time management one of your biggest challenges? You are certainly not alone if that is the case. Many small business owners and other professionals are always looking for ways to make better use of their time. If finding a way to implement strategies for effective time management is something that appeals to you, you may find the tips and ideas Read More

Are you playing sales chess or checkers? An interesting post on how to think about your sales strategy. Read More

Want to sell more? Dave Kahle explains how improving your listening skills and your questioning skills can be a win-win. Read More

An interesting post discussing some of the psychological aspects of self defeating behavior, and how to get your salespeople to do the right thing. Valuable for managers. Read More