We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Tag: Sales Management
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...]
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...]
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...]
"Focus On Activity More Than Results" Posted on March, 2018
It's clear that activity drives results---or at least it should. We all know … [Read more...]
Who Are We Designing Our Marketing/Sales Strategies To Serve? Posted on February, 2018
Every day, we are pummeled with experts talking about how to make sales people … [Read more...]
Are You Designing For Performance? Posted on February, 2018
Over the past several weeks, I've been writing articles related to designing our … [Read more...]
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