Author Archives: John

One of the classic ‘silver bullets’ sales managers like to fire when the pressure’s on to produce more revenue? ‘Try Harder’. Put another way, as Nike would say: ‘Just Do It’. For a lucky few, it can work. For the … Continue reading

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Had a fascinating chat recently with the lead for a multi-billion dollar firm’s sales performance improvement initiatives. It’s their firm’s number one business growth strategy for 2013. His biggest challenge? Where to start. It’s tempting to offer up a recipe … Continue reading

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One of the statistical pioneers of Moneyball, Paul DePodesta, spotted ‘the tendency of everyone who played baseball to generalize wildly from their own experience. People always thought that their own experience was typical when it wasn’t.’ Might the same be … Continue reading

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In a recent article, John Hagel of Deloitte’s Center for the Edge notes that the empowered employee is coming, it’s inevitable, and asks: is the world ready? As companies increasingly struggle to compete for leading talent, he sees savvy firms … Continue reading

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In Flat Army, Dan Pontefract outlines his take on why it’s important, today, for firms to become connected and engaged. In his view, it’s time to connect the dots between leadership, engagement, learning, technology, and collaboration as a path to … Continue reading

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When poor sales performance persists, and everything you’ve tried hasn’t worked, it’s tempting to sit back and say ‘that’s just the way it is’. It’s probably the #1 reason sales performance problems DO persist. Skepticism. The Power of Positive Deviance … Continue reading

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The life of a sales person can sometimes seem like that of a juggler in a circus. Always many balls in the air. The best trained Reps are the ones who can simultaneously juggle more balls than their peers. One … Continue reading

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With complex problems, like uncertain revenue results from a sales team, choosing the most effective path to better performance can be really hard. Proving, afterwards, that you chose wisely can be even harder. In their forthcoming book - Decisive - … Continue reading

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