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Spend Sales Dollars Wisely
Practical Wisdom from Kahle Way Sales Systems
English - October 19, 2023 10:30 - 19 minutes - 17 MBBusiness Education salesleaders salesmanagers b2bsales salespeople salessystems Homepage Download Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Previous Episode: How to Master the Ultimate Success Skill for Our Age
Next Episode: 10 Ethical Commandments for Salespeople
Over my career as a sales expert, I’ve personally and contractually worked with over 500 sales organizations. I’ve learned some things. Here’s one: Very few chief sales officers have a good handle on the economics of the sales force. And very few entrepreneurs think about the economics of a sales system.
Almost everyone can tell you what the amounts of the various categories on a P&L statement indicate. So, sales salaries, expenses, advertising costs, etc. are readily at hand. However, very few decision makers dig deeper. And that means that significant information is never uncovered, and decisions are made on the basis of superficial, and often flawed, information. Let’s dig deeper.