On the Job Coaching

Jason Jordan

Sales coaching is a hot topic.  Every webcast and paper my firm delivers on the subject yields a massive response.  Consequently, we spend a lot of time thinking about the various issues with current sales coaching models and why they fail to make a real diffe... More »

Sales Evaluation

Michael Galvin

I’m often on the phone with sales enablement professionals discussing options and solutions to their organizations sales woes. Typically the conversation goes something like this: More »

Sales Moves by Jeffrey Gitomer 11-30

The most misused word in sales may surprise you. It’s “value.” Value is a misguided, misused, maligned word, whose meaning has gone fallow. It is often used without understanding of its true meaning or implications. It’s bantered about in a way t... More »

No Excuses

Brian Dusablon

I haven't been directly impacted or had any significant experiences related to accessibility. Other than being colorblind (I'm not sure which type), I don't have any disabilities. I've never had to design content specifically for anyone with a disability, though maybe I... More »

4 Minimum Authorities that Every Manager Must Have

Below are the 4 Minimum authorities that every manager must have in order to be an effective and trustworthy managerial leader. 1: Authority to reject a subordinate to fill a position 2: Authority to deselect a subordinate after due process 3: Authority to decide task a... More »