Using Behavior Analysis to Impact Sales Revenues
Observing and assessing what people to say and do in given sales situations is not new. It can have a powerful impact on sales effectiveness when done well. From sales ranging from inside to field sales, from direct to indirect, from simple to complex it is not so much which is the best system but which is most appropriate for the job you need to do. What follows is an overview of the case for BA in improving sales performance…
How do you ensure New Hires can develop Sales Mastery?
Being competitive comes from people who are well aligned with their organization’s intent and mission. If you take that extra care to recruit and select such people, my question is…
Self-Directed Learning Requirements for Learning Management Systems
Self-Directed Learning Requirements for Learning Management Systems (Adapted from research by Gerald Grow - Teaching Learners to be Self-Directed and others) by Nick Anderson & Bruce Lewolt In her highly regarded book, The End of Competitive Advantage, Dr. McGrath...
So, You give them $1000 per head for sales training and a month later the give you $130 back – What!?
Crazy as this seems, surveys and research show this is a common outcome.
There’s got to be a better way to ensure sales executives get a return from their sale training projects. We need to raise the bar in how we select Sales Training providers…
How to Make Sales Self-Coaching More Effective
Self-coaching can be a like the blind leading the blind. At best, the rate of improvement is slow and inconsistent. At worst, the group perpetuates behavior that is not competitive. This is also true of peer coaching where they exert their influence based on equally inaccurate perceptions of what they do and too often steers the colleague in the wrong direction.What follows summarizes why self- and peer-coaching alone can be ineffective in developing sales peoples’ self-analytical abilities – A critical component of sales mastery. Then we overview how to solve this problem.
Focusing to Win: Executive Seminar Series
This seminar series features Nick's new book Focusing Change to Win which he co-authored with Kelly Nwosu. These sessions provides business leaders with insights into critical areas to help focus their businesses and align their people for competitive advantage. Each...
Rebuilding Trust is Productivity's Cornerstone
Globally there is a slow erosion of those binding forces for people to “go that extra mile” . The employee-employer psychological contract is degrading. The degree to which people identify with their job and consider job performance as important to their self-worth...
Realigning Schools for the New Normal – The Administrator’s Challenge
At school and district levels, managing scarce resources to sustain or improve results has never been more Multiple Choice Testingchallenging. Striving for consistency and efficiency builds tensions between those who care most about equipping children for an uncertain future…
The Red Tape that Refuses to Die
Here’s an example. Many Calgarians voted for change last October or November because they didn’t see things changing, but how much more difficult is it to change organizations like the City of Calgary? (See Naheed Nenshi’s “cutting the red tape” podcast that contributed to his election for Mayor of Calgary) Here’s his latest comment on his cutting red tape campaign and how long it’s taking…
Change Management Fallacies – Survey
The continued high failure rates of implementing change owe much of their origins to the fallacies of change management and how people view research (based on Korzybski). We would like to know how prevalent these fallacies are in your organization’s leadership team…
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