Category Archives: Results

Research shows it takes 10,000 hours of practice done over roughly 10 years to achieve the pinnacle of performance: craftsmanship. However, research also shows it can take a lot less than that to learn the basics. Josh Kaufman, author of The … Continue reading

Posted in Craftsmanship, Learning, Productivity, Results, Sales coaching, Training | Tagged , , , , , | Leave a comment

In this latest interview, Joe Galvin, EVP, Miller Heiman Research Institute suggests top sales organizations will increasingly get to top performance by operating with a higher level of transparency. They’ll have a sharper, faster, read than others on how sales … Continue reading

Posted in Change management, Craftsmanship, Curiosity, Learning, Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , , , , , | Leave a comment

Joe Galvin, EVP, leads the Miller Heiman Research Institute. It provides research-based thought leadership to the Miller Heiman customer community on B2B sales performance. In this interview, Joe offers his perspectives on how auto-analytics enable more effective sales coaching. Joe … Continue reading

Posted in Change management, Craftsmanship, Metrics, Productivity, Results, Return on Effort, Sales coaching, Training | Tagged , , , , , , , , , | Leave a comment

At the Dachis Group’s Social Business Summit in March 2013, John Hagel explained the emerging potential to improve business performance by making the invisible visible with analytics. His perspectives underscore the potential for analytics in B2B sales to drive improved … Continue reading

Posted in Change management, Conversations, Metrics, Process, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , | Leave a comment

According to a recent HBR, wise executives tailor their approach to leadership to fit the complexity of the circumstances they face. They manage differently when a situation’s complicated than when it’s complex. They also use data differently. This, of course, … Continue reading

Posted in Metrics, Productivity, Results, Return on Effort, Sales coaching | Tagged , , , , , , | Leave a comment

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

Posted in Metrics, Results, Return on Effort, Sales coaching | Tagged , , , , | Leave a comment

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

Posted in Change management, Craftsmanship, Curiosity, Metrics, Results, Sales coaching, Training | Tagged , , , , , | Leave a comment

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

Posted in Change management, Craftsmanship, Metrics, Productivity, Results, Sales coaching | Tagged , , , , , | Leave a comment