I've got a terrible confession to make. I cheat. I don't want to play fair and … [Read more...]
Category: Performance
Category: Performance
Stacking The Deck!
Average Is Over Posted on January, 2012
I read a fascinating Op Ed piece by Tom Friedman in the New York Times, Average … [Read more...]
It's All In Your Head! Posted on January, 2012
Sales people are notoriously bad at writing things down and documenting things. … [Read more...]
Performance Management Friday -- Abandoned Deals Posted on January, 2012
Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]
On SOPA And PIPA Posted on January, 2012
I'm taking a bit of a departure from some of the "rules" I have established for … [Read more...]
Pay For Performance Posted on January, 2012
Over the past few months, I've been involved in a lot of discussions on sales … [Read more...]
Do You Have The Pieces-Parts Or A Working System? Posted on January, 2012
Take a look at the two pictures below (courtesy of RapidRepair.com). In one … [Read more...]
Performance Management Friday --- Win/Loss Analysis Posted on January, 2012
Win/Loss Analysis is critical in helping us improve our results. But there are … [Read more...]
The Importance Of Push And Pull In Sales Posted on January, 2012
There is an interesting discussion on Focus on transforming sales organizations … [Read more...]
Hearing What We Want To Hear Posted on January, 2012
Sales people are eternally optimistic--it's a great strength of sales people and … [Read more...]
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