Category: Performance

Do Your People Own Their Commitments/Responsibilities?
Posted on October, 2018

A sales manager was whining to me, "My sales people don't do what I tell them to … [Read more...]

October 30, 2018 by David Brock 1 Comment

Over the last several weeks, I've seen a similar issue with 4 different … [Read more...]

There's a disturbing trend in developing the capabilities of sales people. It's … [Read more...]

We all know the importance of reaching out to "touch the customer." We know … [Read more...]

Activity metrics are receiving lots of attention. Activity metrics can be very … [Read more...]

I have a very good friend, Dr. Howard Dover. He does wickedly smart things in … [Read more...]

October 23, 2018 by David Brock 1 Comment

What's selling have to do with project management? It may not be obvious, but … [Read more...]

Imagine sitting in some sort of sales kickoff meeting or conference, and the … [Read more...]

I have to admit being consumed with CSO Insights latest Sales Performance … [Read more...]

September 27, 2018 by David Brock 1 Comment

There are a lot of posts, some of them very thoughtful, about whether "Quota" is … [Read more...]