by Nick Anderson | Aug 28, 2014 | Alignment, Change Management, Focusing Change To Win, Leadership, Learning, Project Management, Sales Effectiveness
Most of our contributors do measure change, but 37% either don’t measure change or they don’t know if they do or feel measuring change is too difficult. So, here’s some evidence why this is worth struggling with. For example, learning is the most mentioned benefit of...
by Nick Anderson | Mar 3, 2014 | Sales Effectiveness
How can sales trainers and managers use BA to boost sales? 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...
by Nick Anderson | Jan 29, 2014 | Sales Effectiveness
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: How easy is it to waste the opportunity you have created? Certainly, having faith that...
by Nick Anderson | Jul 25, 2013 | Sales Effectiveness
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? What follows is my...
by Nick Anderson | Jun 25, 2013 | Sales Effectiveness
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...
by Nick Anderson | Mar 8, 2012 | Sales Effectiveness
Watch the video of this blog Over the last 25 years, sales executives have become jaded about sales training’s contribution to the bottom line. For many, memories of being pulled from the field for some grizzly sales training remain. Today there are hundreds...
