The Cost of Getting Employee Feedback Wrong.

The Cost of Getting Employee Feedback Wrong.

As organizations head into the last two months of the calendar year, many sales leaders have their sights locked on the year-end goals and deadlines. In the midst of closing those final deals, managing time-off requests, and balancing customer demands, there looms the...
The Sales Coaching Gap

The Sales Coaching Gap

Why Better Training for Sales Managers is the Hidden Key to Every Organization’s Success.  Research shows that effective sales coaching is the number one way to improve an organization’s performance. “In rating the impact of a wide range of initiatives on sales...
Coaching Mindset – Are You Throwing in the Towel?

Coaching Mindset – Are You Throwing in the Towel?

A UFC championship fight between Brazil’s Amanda Nunes, and USA’s Raquel Pennington recently captured attention when Pennington turned to her corner and said she was “done”. After telling her coach she couldn’t go on, the 29-year-old bantamweight title challenger...
Pre-call Strategy: Do You Plan or Prepare?

Pre-call Strategy: Do You Plan or Prepare?

“Skipping pre-call planning is like going to the grocery store without a list. You get more stuff than you need, and miss some of the things you went there to get.” Is it really possible for two distinctly different tasks to have relevance to one another?...
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