Did you ever...? All the time!
With a nod to Lee & Nancy, have you ever: Wondered why certain people just seem to ‘get’ you and others drive you to distraction?...
How Long Is A Sales Cycle?
Some time ago, on the second day of an Interim Management role I was undertaking for a client, the Sales Administrator entered my office...
How Much Should Sales People Be Trusted To “Get On With It”?
In his commentary during the 1982 Austrian Grand Prix James Hunt observed, in his own inimitable style, that, regarding driver control of...
Making It Happen!
The other day, I was in my car listening to Desert Island Discs, as you do. Judy Dench was the “castaway”. She was asked if she gave...
The Mind Controls The Body
The other day I caught the almost throwaway line uttered by a sports commentator that: “The Mind Controls The Body”. And, in sport it...
How Important Is Domain Knowledge When Hiring Salespeople?
Some say that domain knowledge is essential. If hiring for a role that requires working with complex high value situations, then I beg to...
How Do You Define Sales?
I typed “Sales Definition” into Google: I got this returned: About 199,000,000 results (0.40 seconds). I did not read them all. What is...
Talent. Human Capital. How Well Do You Know Yours?
How well do you know your human capital inventory? Could you, as in the case of physical assets, place a value upon your human capital...