Our work in selling is tough. There are details to manage, conflicts to resolve, … [Read more...]
Category: Performance
Category: Performance
Embrace The "Suck!"
KPIs, When You Measure Everything, You Measure Nothing! Posted on September, 2025
Key Performance Indicators are meant to achieve one thing, sharpen our focus. … [Read more...]
Ask Questions That Require Thinking Posted on September, 2025
We are trained to ask questions. But our orientation is to ask questions that … [Read more...]
It Isn't Just Buying That's Hard... Posted on September, 2025
There's been huge amounts of very good research on the how hard buying is. We've … [Read more...]
Metrics Don't Solve The Problem! Posted on September, 2025
I was tempted to title this, "Metrics, metrics, everywhere, but not a solution … [Read more...]
Conditions Of Employment Posted on September, 2025
Too often, we reduce our expectations of work to quota performance, goals, and … [Read more...]
Sometimes, I Feel Outdated.... Posted on August, 2025
I laugh about being an "Old Fart." I can actually remember the days before … [Read more...]
Running In Circles..... Posted on August, 2025
We engineer our selling processes, creating strict stages, critical activities … [Read more...]
The Hours You Work Are Irrelevant! Posted on August, 2025
Every week, my newsfeeds are filled with executives pounding their chests about … [Read more...]
"Let's Talk About Me......" Posted on August, 2025
It's human nature to be self interested. We focus on "our success, our … [Read more...]
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