About Author
John Cousineau
President, Innovative Information. Thirty years in operations research. Pioneer in internet-enabled business practices. Otherwise, just an ordinary guy.
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
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 Chip Heath, Clark Quinn, Engaging Learning
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
