Grand Rapids Business Journal has been West Michigan's primary and most trusted source of local business news since 1983. The biweekly print edition of GRBJ, a must-read for the area's top decision-makers, is known as the business newspaper of metro Grand Rapids, Holland, Muskegon and all of West Michigan.

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Dave Kahle

Guest Column: The crippling disease of moderate success

Guest Column: Do unto others as you would have them do...

Guest Column: Are we becoming afraid to think?

Is the solution them, or is it me?

Who is to blame for an incompetent sales force?

Amount of time spent on call should equal sale value

Engage in goal-setting for personal improvement

Are there best practices for salespeople?

It takes more than compensation to unleash a sales force

Get them to do what you want them to do

Knowing your customers is critical to sales success

The power is in the process

Frustrated by inability to develop new customers? Try a sales blitz

The three most common mistakes sales managers make

Create specific expectations to transform your company’s salesforce

Instruct teams to prioritize accounts

Be proactive with inside sales reps

Dealing with a difficult customer

How well are your salespeople serving your customers?