Tag Archives: Chip Heath

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

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Selling Business-to-Business should be fun. Often it can feel like a grind. There’s a need to make selling B2B more fun by provoking more learning from the grinding. Those involved in teaching, training, e-learning, and change management have important insights … Continue reading

Posted in Change management, Craftsmanship, Fun, Metrics, Productivity, Return on Effort | Tagged , , | 3 Comments

In my view, improving B2B sales productivity requires provoking sales people to confidently change what they’re doing to improve their Return-on-Effort. This requires giving them a viewfinder that lets them kill tactics that aren’t working and inspires them to practice, … Continue reading

Posted in Change management, Metrics, Productivity, Return on Effort | Tagged | Leave a comment