- We expect too much of sales training when it comes to providing new skills and competencies.
- Transferring knowledge is part of development, but successfully improving results requires transferring competency, so salespeople can…
Even well-intentioned leaders often make the same mistake when hiring a sales manager. They look for a person with a proven track record in sales, someone who knows how to create the exact results they need from the team they will lead. The logic…Continue Reading
Groups of world-class performers share a common set of beliefs and behaviors, whether they’re orchestras, sports teams, or military organizations. It pays to observe and imitate their practices, as following high-achieving models can improve…Continue Reading
We can break the care and feeding of a sales force into a few large categories, each of which includes several elements that move the needle when it comes to economic and professional growth.
Any exceptional…Continue Reading
During a conversation with some well-recognized leaders in the sales-improvement space, the topic turned to ways that sales managers spend their time. Generally, most spend it poorly, responding to internal demands and other distractions that…Continue Reading