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 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...
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...
by Nick Anderson | Jan 5, 2011 | Leadership
Walk the Talk – Radio for Agile Minds – Change Management – Our Beliefs Change Management – Our Beliefs Regular readers will remember I was talking about how many change projects started in response to the worsening economy yet almost half of...