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Topic: Sales
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Training sales managers to coach is a hot topic—and for good reason.
Unless you have an employer brand like Google, Facebook or Amazon, you'll need to get in line to find and locate top talent. The talent war continues to rage on.
Simply stated, game theory is the study of mathematical models. It is mainly used in economics, political science and psychology.
The paradox of many sales transformation initiatives that originate with executive leadership is that they are thorough, justified by a strong business case, and well thought out, but completely unexecutable.
How often have we looked back after we made the decision and questioned why it was so difficult? There is a good possibility that aspects of the decision were not clear at the time. There were unresolved issues, uncertainty and doubt.
One of the enjoyable parts of my job is I get to see what dozens of companies do—and do differently—for sales training. Some are amazingly effective, and some bash their heads against the wall year after year trying to figure out why it isn’t...