If You’re Not There, Neither Are Your People

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I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

Training and Coaching Is (Not) Expensive

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It costs money to provide your people with professional training. The better the training, the more money it costs, as you would expect. The bigger and the more important the outcomes, the more you are likely to spend. Coaching costs money, too. Really good coaching costs much … [Read more...]