Rethinking sales activity management June 13, 2016 by Troy Harrison 1 comment 2753 viewson Sales I’ve never liked sales activity “point systems.” I’ve always looked at them as a crutch for management that couldn’t simply lay out a road map for salespeople to succeed. I still think I’m partially right, but I also think that the ever-changing world of sales may require my own viewpoint to evolve. It is getting …
Does your sales organization train like a garbage company? January 29, 2016 by Colleen Stanley 0 comments 5388 viewson Sales Verne Harnish has a great new book, Scaling Up, where many examples of best practices are discussed on how to scale your business rapidly and profitably. Of course, Chapter Five, which focuses on training and on-boarding, really grabbed my attention. Harnish shares stories of several companies using training and development as their competitive weapon to …
5 effective tips to make employee training stick December 29, 2015 by Troy Harrison 0 comments 4735 viewson Leadership Lately, it’s seemed fashionable for a lot of sales trainers to write articles about “why sales training doesn’t work,” which of course allows them to slyly inject why THEIR sales training is the only sales training that could have a possibility of working, in this and all other imaginable worlds. I think I’ll stay away …
4 Ways to Lead Like the Marines June 30, 2015 by Michael Malone 8 comments 1987 viewson Leadership Leadership theories, leadership books and leadership experts are prolific and available to the curious. I Googled “leadership books” and there were literally “about 354,000,000” hits. That’s 354 million. So there is plenty of opportunity to learn available. So why are some institutions and cultures more successful at maintaining a consistent flow of leaders than others? …
Embrace Project Management to Enhance Organizational Efficiency and Profits – First in a Series February 8, 2013 by Randy Klein 0 comments 2080 viewson Business Growth & Strategy This is the first article in an extended series presenting project management concepts, along with detailed instructions on how to improve project outcomes. This series will be instructive for anyone working on projects, regardless of industry, or whether your projects are internal or for external customers. This first article describes attributes of successful project managers, and how to select and train them. Future articles in this series will discuss the five project process areas (initiation, planning, execution, control, and closeout) in detail. A few of the specific items to be discussed will be: creating a work breakdown structure; designing and portraying realistic budgets and schedules; effective communication, meetings, and leadership; controlling rate of progress, expenditures, and quality of work; addressing changes of scope and contract modifications; ideas for dealing with a project in trouble; and a checklist for project closeout.