Jul 27, 2023
If you want to improve the productivity of your organization, and particularly your sales team, focus first on the structure. When you change the structure, you change the behavior of the people who operate within that structure. Let me explain.
Jul 20, 2023
If you want to improve your sales results, first focus on the quantity and quality of sales calls. While this may sound blatantly obvious, it’s often neglected, and more rarely ever the focus of an organization’s efforts. Yet, it’s the keystone event in the sales process.
Jul 13, 2023
In our surveys, CEOs indicate “on the job” training as the predominant method of developing salespeople. If everyone is doing it, it must be OK, right?
Maybe not. Let’s look a little closer.
Jul 6, 2023
I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society -- is rapidly disappearing. In its place, we are witnessing a whole host of alternatives. It is like thousands of years of human development has been...