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Author Archives: Adam Kash
“I’ll Do Whatever It Takes! As Long as It’s Convenient for Me…” The Commitment to Sales Success
***We asked our intern, since he is returning to school soon, to summarize one characteristic or quality that he learned during his summer here at our sales consulting firm*** “I’ll Do Whatever It Takes! As Long as It’s Convenient for … Continue reading
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Understanding and Overcoming the Need for Approval
***We asked our summer intern, Noah Cralle, to create a blog entry based on what he had learned over his initial seven weeks at Kash Development Corp. He has experienced sales coaching sessions, sales team meetings, and interviews – and … Continue reading
Posted in Sales, Uncategorized
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Why do deals “get stuck or stalled” and what should you do to get them moving?
Why do deals “get stuck or stalled” and what should you do to get them moving? The real question is: Where in the process do they get “stuck” and “why” do the get stuck or stalled? Do we understand their … Continue reading
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Sales Manager’s Corner: The Buck Stops Here
Sales Manager’s Corner THE BUCK STOPS HERE! Harry Truman coined this phrase to let everyone know who was in charge and that he would take action and be accountable. As Sales Managers the “Buck Stops Here” lets your … Continue reading
Do you “Own the Owner”?
“Own the Owner” What’s necessary and even mandatory to win sales today? You MUST “OWN” the “OWNER!” It means…. We MUST know the “OWNER” of the project, the “owner” program, the “owner” of the decision…the “owner” of the expenditure—in order … Continue reading
Posted in Attitude, Sales
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Replacing Your Sales Management Frustrations & Problems With Confidence & Control
It’s the first quarter and everybody is forecasting growth and all things good. Everyone is telling you they are going to “optimize” this or “leverage” that … Continue reading
Posted in Business Challenges, Leadership, Sales Management
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What will you Improve As Sales Manager in 2018?
Sales Manager’s Corner: What will you Improve in Your Role as Sales Manager in 2018 The start of 2018 gives us time to pause … Continue reading
Sales Compensation Plan Considerations for 2018
Sales Compensation Plan Considerations for 2018 Owners & Sales Managers: When was the last time you looked at and did an analysis of your sales compensation plan? Is it working or are you acting like an ATM machine for mediocre … Continue reading
Where are you in the Decision Process?
Where are you in the Decision Process?” Too often sales people want to “rush” thru the “process” without understanding the prospects “Decision Making Process.” They want to believe that “magically” that if they produce a quote or proposal, that the document … Continue reading
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Sales Managers: Are you a Performance Manager or a Manager of Under-performance: Tackling & Resolving Day to Day Challenges to achieve & “crush” Sales Quotas
Getting enough quotes? Are they closing? Why or Why Not? What are our people working on that is more important than generating business opportunities? The Goal Directed Sales Person The question we need to know is “What are my people … Continue reading
