When it comes to sales, there is a lot of on-the-job training that needs to get done. In addition to book knowledge, sales is like being an athlete: No matter how good you are, you need to practice a lot if you hope to improve. That means there is no way to learn everything you need to know without getting out there and actually doing the job. But it does not mean that there is nothing to be learned in advance of your first sales conversation.
Have you noticed costs going up and ROI going down?
“People picked on my generation. People picked on my fathers’ generation. People are picking on this generation, and I think it’s wrong,” says Scott McGohan, CEO at McGohan Brabender, a company that provides employee benefit consulting, compliance, and health risk management.
“We have to understand technology and communication paths that are going to be attractive [across generations], but to pretend that they’re going to think differently than a lot of us—I think it’s immature,” says Scott.
“ Stop trying to figure out generations. If you just care about people, you’ll be fine ,” he says. “When we just lead with our heart, in my opinion, we win every time.”
According to Gallup, the purpose of performance management is to improve quality of work, productivity and other business outcomes, but traditional approaches have consistently fallen short. Let’s look at Gallup’s findings:
For years, Artificial Intelligence (AI) has been the subject of wonder and speculation. From visceral thrillers set in the future of machines taking over the roles of humans to the development of Alexa and Siri on our devices in our home. Fortunately, thrillers like The Terminator and Blade Runner are based in the fictional world and every year, AI has proven to be successful and relevant in many industries.
A conversation about leadership with author Kimberly Davis.
In recent years, the proliferation of BYOD — or “bring your own device” — has emerged as a major trend in the work landscape. Be it laptops, smartphones, or tablets, many employees are now able to collaborate from the comfort of their own devices.
I’ve seen this trend make meetings more effective and perhaps even enjoyable. Here’s how the BYOD landscape will continue to change the way meetings are viewed and conducted over the next decade, and how it could affect your company’s meeting culture.
Emerging technologies make it possible to move segmentation and personalization models beyond marketing personas to distinct, individual customer profiles.
The ability to collect customer information — and organize it (i.e., big data) and draw insights from it (i.e., machine learning) — makes it possible for marketers to evolve.
This evolution from buyer personas to individual profiles can provide superior personalization and an enhanced experience for shoppers. In turn, retailers may sell more products if they offer a more personalized shopping experience.
A sturdy and comprehensive culture will provide your workforce with the proper guidelines to work within
Fire. We are told to look for “fire” in new sales reps so they’ll have a burning desire to find and close deals. And while drive is tremendously important, staying composed, focused, and motivated during long sales cycles requires more.
