The Wholesaler columnist Dave Kahle will be hosting a two-day seminar for sales managers in Dallas, Texas on Dec. 3-4.

The most under-trained person in the business-to-business world is the sales manager. According to Kahle, his experience shows that probably fewer than 10 percent of all sales managers have any education in the best practices of their position.

“That causes all kinds of problems,” Kahle says. “Many sales supervisors, since they are unsure of how to go about their jobs, default to laissez-faire management – they abdicate the important decisions to the salespeople.  Or, the company becomes frustrated with the lack of consistency in the sales processes, the absence of accountability in the sales force, and the difficulty in implementing change within the sales force. As a result, sales productivity suffers, as does the company's net profits and market share.”

The seminar is built on the premise that no one has enough time in today's challenging economy.  It is focused on the Kahle Way® Sales Management System, which explores the five key processes that enable first-line sales/branch managers to excel at jobs for which they were not trained:

• Hiring new salespeople
• Coaching and counseling
• Setting individual goals
• Monthly conferences
• Managing the training and development of your salespeople.

More than 2,033 sales managers have been trained in this system.

Dave Kahle is a consultant and trainer who helps sales managers increase sales and develop their people. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He's the author of over 1,000 articles, a weekly Ezine, and ten books, including Transforming Your Sales Force for the 21st Century and his latest book, How to Sell Anything to Anyone Anytime.  For more information, contact The DaCo Corporation at (800) 331-1287 or cheryl@davekahle.com.