Monthly Archives: October 2012

The Pulse of a Firm’s Learning Triggers the Adaptiveness of Its Practices

Posted on October 23, 2012 by John

One of the common themes in conversations we’ve been having recently with business executives is how different things are today than they were 1, 3, or 5 years ago. Many say that sales which used to come predictably, and quickly … Continue reading →

Posted in Sales coaching | Tagged , | Leave a comment

When What’s Happening in B2B Sales Is Clear, Performance Can Improve

Posted on October 2, 2012 by John

Jon Vander Ark of McKinsey is the co-author of Sales Growth. As a summary of their findings, Vander Ark and his co-authors recently suggested in the Harvard Business Review that “CEOs Need to Get Serious About Sales” by: a/ cranking … Continue reading →

Posted in Change management, Craftsmanship, Curiosity, Metrics, Productivity, Return on Effort, Sales coaching | Tagged , , , , , | 2 Comments