The Manager Every Salesperson Deserves But Rarely Gets

Today’s dynamic, hyper-connected world has radically changed the way sellers sell. These changes have brought new urgency to skill development.   Why then, do most sales managers spend less than 10% of their time coaching and giving feedback to their sellers? On their own, most sellers aren’t going to develop all the skills they need. […]

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Undoubtedly The Best Managers Are Good Coaches.

It’s not uncommon to hear about the importance of good managers in the workplace. Google – being the innovator it is, wanted to prove that manager quality does not impact business performance.    Enter “Project Oxygen.” Google’s People Innovation Lab analyzed how past performance appraisals, employee surveys, and interviews impacted performance.   The result? Google’s […]

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Orchestrating Leadership

How to Optimize Performance with Sales Enablement

Last week, we talked about the seven elements of sales enablement and their interdependence for creating a far more effective strategy than sales training alone. This week, we will explore – how you can optimize your organization’s performance with Sales Enablement. To do so, we must establish that Sales Enablement is more than a strategy, it’s […]

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Value Killers - Misalignment in Sales and Marketing

Beware the Big Bad Wolf – Misalignment is Killing Your Value

When Little Red Riding Hood arrived at her grandmother’s house – dinner basket in hand – she found the big bad wolf, dressed in a bonnet, a nightdress, and fuzzy slippers – with plans to make Little Red Riding Hood the dinner. Too often, Sales and Marketing find themselves in this exact situation misaligned – […]

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Leveraging Technology to Drive Coaching

How AI Can Reduce Unconscious Bias, So Organizations Can Thrive

Artificial intelligence has the power to reduce unconscious bias out of the performance management process; providing accurate insights into team members’ capabilities so that managers can customize coaching that elevates team performance. “Unconscious bias – judgments and behaviors toward others that we’re not aware of – is everywhere in our lives,” says an article in […]

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