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 | Nov 4, 2011 | Sales Effectiveness
Introduction A key finding of our research in a large mortgage loan client (Nick Anderson and Linda Marsh) was that 40-50% of mortgage loan customers surveyed had concerns about their house buying process. Unfortunately, Mortgage Loan Officers recognized only half of...
by Nick Anderson | Nov 4, 2011 | Leadership
(Journal article by George M. De Marco, Byan A. Mccullick; JOPERD–The Journal of Physical Education, Recreation & Dance, Vol. 68, 1997) I like this article as it challenges some of the more superficial approaches to training sales managers to coach. It is a...
by Nick Anderson | Oct 23, 2011 | Coaching & Development, Sales Effectiveness
INTRODUCTION People 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, where people problems are concerned, must be an experimenter. ...
by Nick Anderson | Oct 21, 2011 | Sales Effectiveness
In 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 making your “Nut”? Effort devoted to lost causes Good opportunities starved of resources at the right...