by Nick Anderson | Dec 15, 2011 | Sales Effectiveness
Back in 1995 I worked with my client Peter Barlow then VP Global Account Management and Major Projects for APV (Food Process Engineering Company) on developing a Major Account Management System. Now over 15 years on I ask: What’s changed in Key Account...
by Nick Anderson | Nov 29, 2011 | Sales Effectiveness
1. Introduction I developed this as a discussion paper for a client’s European Sales Management Effectiveness Project. The interesting perspective is how the issues raised in the early 90’s are still validated by Deliotte’s 2010 survey of 250...
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 | Feb 28, 2011 | Sales Effectiveness
Designing Sales Training: Methodological Agnosticism Sound 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 on selling, managing or coaching. Any...