I’m frequently asked, “What exactly is coaching?” and, “Why should I care if I’m a sales manager?” Unfortunately, there is no consensus on a definition. But it behooves us to work our way towards one. If you’re a sales manager, particularly...
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The Back to School ads are everywhere and serve as a reminder that there has been a long break in learning for millions of kids in America. While you may have a nostalgic notion of summer camps, swimming and playing in the sun, this traditional school...
Sales transformation is a daunting task, and with good reason – studies show that about 70 percent of these initiatives, such as the introduction of a new selling methodology for example, fail to achieve their goal. So why do it? Companies undertake...
The importance of a sales training program can hardly be underestimated. Subsequently, a lot is spent on it- more than a billion dollars each year worldwide.
Sales managers take on the role of coach to help their direct reports improve abilities, set goals, and adopt behaviors that will lead to better short-term results and long-term business outcomes. The process is an interactive one and, in many companies,...
Chances are that you've seen the classic Saturday Night Live skit "More Cowbell," starring Will Farrell and Christopher Walken. It's been rated one of the Top 10 best skits of all time on SNL. The skit originally aired on April 8, 2000.
Traditional onboarding and classroom style training is expensive and as a result, organizations continually pressure trainers and managers for shorter training schedules.
It came to fruition this spring: the largest opportunity and sale in my company’s history. A true game changer.As you might imagine, that sale did not happen overnight. In fact, it was years in the making. With the project launch now underway, I’m...