by Nick Anderson | Feb 3, 2017 | Sales Effectiveness, Sales Management
Most sales leaders at some time get stuck trying to fix things with more of the same, and not doing different things. Typical reasons: Fear of “sticking their heads above the parapet”(again) Not trusting their bosses, peers or their people Not trusting the new and...
by Nick Anderson | Sep 14, 2016 | Sales Effectiveness
A whopping 45.4% of salespeople miss their quota according to the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6% of sales professionals produce enough revenue to meet quota. This deficiency raises an important question: What is the...
by Nick Anderson | Jun 18, 2016 | Alignment, Leadership
Introduction During many consulting engagements we identified that organizational misalignment as a major factor in organizations and individuals were not achieving goals This changed our focus to ground other work by aligning people’s expectations first, before...
by Nick Anderson | Jun 18, 2016 | Alignment, Coaching & Development, Getting People on the Same Page
INTRODUCTION Accurate communication can be defined as “an idea transplant from one mind to another” Unfortunately, between two minds there is often a breeding environment for misunderstanding and distortion. It’s where phrases like “I...
by Nick Anderson | Jun 16, 2016 | Change Management, Focusing Change To Win, Leadership
Introduction This blog helps leaders think about leadership and reach consensus before starting a major change initiative. A critical issue is helping the team to “walk through” the range of relations they will meet managing change, dealing with the practicalities and...
