As 2011 faded from memory and 2012 came into sharper focus, people around the world engaged in the annual “resolution ritual.” My latest blog post invites folks to share their social media goals for the year ahead, evaluate the progress they have made so far in keeping the resolutions they have made, and refocus their efforts to ensure their goals are realistic…

Most people in senior sales leadership would agree thatcoaching is the single most effective activity for improving sales performance.  Most would quickly add there are lots of pieces to put in place to get it right.  One such piece is the skill of giving feedback.

One of the cardinal rules about feedback is there should be a balance– a mix about things that don’t go so well and things that do.  The problem is we tend to…

Structured OJT is a great way to save money and reduce time to proficiency.

Click here to see my recent posting on TrainingIndustry. com for the 3 ways to ensure your success.

The Hunter-Farmer framework has been used for a very long time to configure sales forces.  The idea is to designate a group of sales people as Hunters – responsible for generating business in new accounts.  A second group is assigned to the Farmer role – charged with maintaining and growing the business in existing…