2013
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…
Read MoreResearch, practice notes, and thinking on change management, AI implementation, and the AlEx™ process — including content adapted from LinkedIn.
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…
Read MoreA key finding of our research (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage…
Read MoreI like this article as it challenges some of the more superficial approaches to training sales managers to coach. It is a challenge that so many duck and…
Read MorePeople problems are very varied; they can also be complex. There is no all-embracing theory for understanding them and no magical formulas guaranteed to solve them. The problem-solver,…
Read MoreIn one of my clients in the food engineering sector, I estimated that only 1:12 quotes were successful. What are the implications of this situation, apart from not…
Read MoreA frequent and often crucial situation in management today is one in which one person is seeking to persuade another to accept proposals for change. This situation commonly…
Read MoreSound weird, doesn’t it? Truth is . . . being tied to one training methodology simply isn’t productive. There's no “perfect training methodology” – whether it be focused…
Read MoreLike most consultants, we are often accused of borrowing the clients watch, tell them the time and then hand it back with a bill………So, given the threats to…
Read MoreAccording to the research, more than a third of the respondents (38 percent) undertake a small number of change initiatives per year (1-5 projects). Yet the top reason…
Read MoreThis blog’s topic looks at a cherished belief of many executives that pay for performance compensation schemes motivates people to higher performance. Yet, pay is just one thread…
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