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How Good Is Your Sales Force?

2 min read
Can a sales force be “good,” yet not achieve its quota? Is a sales force that does hit its quota always “good?” There are many factors to consider when answering these questions.
Data gives you a starting point, a focus for where the engagement is going. At a minimum, use a learning agility inventory to give the coach and coachee an understanding of what the coachee tends to do in situations in which he or she has never been.

Leading a Re-Fit Revolution

3 min read
While organizations are consumed with perfecting their process of finding “best fit” candidates, we also need to give serious consideration to the “re-fit” of our existing employees.