In our last post of this series, we will focus on elements of sales strategy. Specifically, we will address: Customer and Opportunity Segmentation Resource Mix Territory Alignment Customer and Opportunity Segmentation When...
Posts in: high performance
Following the post on the structural elements in building a high performing sales organization, in this piece, we will take a closer look at sales operations. Specifically, we will address: Compensation Technology Reporting and...
In the first part of this series, we discussed the overall approach and framework involved in building high performing sales organizations. Here, we begin breaking down the key elements to explore “what” and “how” to address...
With the consistently changing business landscape – mergers, acquisitions, expansion, contraction, globalization, economic and regulatory pressures – organizational leaders need to consistently think about the best ways to serve...
I wouldn’t consider myself very proficient in my yoga practice. Every time I take a class, though, I can say I’ve loved the experience (even though I can’t do all the poses, and experience significant discomfort from...
The relationship between productivity and happiness has been put under a microscope in recent years, as people fight to have it all. Managing time wisely is a struggle for many, especially with the added factor of multitasking....
4.9% unemployment rate + 5 million job openings = A crazy, competitive war for top talent! A decisive victory is what you’re after – you don’t just want to win a few battles; you want to come out on top. It’s not just about...
Stunning. Inspiring. Historic. These are the terms I used to describe the performances of Usain Bolt, Simone Biles, Michael Phelps, Katie Ledecky and Simone Manuel. As my kids (13, 11, and 8) continued to talk, loudly (none of...
“Learning is remembering what you are interested in.” -Richard Saul Wurman, Creator of the TED Conference Having had the chance to spend the day with Richard Saul Wurman, the quote above is one that I won’t easily forget....
