We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Category: Leadership
Category: Leadership
Metric Fixation
Are We Enabling Or Crippling Our Sales People? Posted on May, 2018
Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
The Power Of "Ritual Questions" Posted on April, 2018
Recently, I read an article about "Ritual Questions." It's a powerful … [Read more...]
We Get Sales Math Wrong! The Magic Is In The Numerator! Posted on April, 2018
My apologies, I'm doing a series of rants that are something akin to David … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
Playing Sales Enablement "Catch-Up" Posted on March, 2018
This week, I had meetings with a number of sales enablement professionals. Each … [Read more...]
Connecting The Dots Posted on March, 2018
At executive levels, we are fond of developing new strategies and priorities for … [Read more...]
Addressing Performance Issues! Posted on March, 2018
Managers are responsible for maximizing the performance of the people on their … [Read more...]
The Problem With Dashboards/Metrics Posted on March, 2018
We all have our dashboards and key indicators. We assess performance base on … [Read more...]
The More We Know, The Less We Think We Know Posted on March, 2018
I've been having a fascinating discussion with Charlie Green, Jill Konrath, and … [Read more...]
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