16
2014
Can You Quickly Replace The Talent You Have?
A good friend of mine and a real thought leader, Jeff Klingberg, President/CEO of Mountain Stream Group, Inc. (www.mountainstreamgroup.com), and I have been talking about the strategic and expanding problem organizations have around protecting their tribal knowledge and employee talent. Jeff sent me a recent article he read called Talent Creation and the Bottom Line in this month’s issue of Training Magazine (www.traininmag.com). In it,…
16
2014
Do you use Sales Performance Management?
In his latest research for Aberdeen, Peter Ostrow has uncovered some interesting insights into some key problems around sales management and their attempt to deal with sales performance. Simply managing a sales team today has changed dramatically over the years and the old “carrot and stick” method no longer works like before. Today’s sales managers need to be more creative and use concepts like “Gamification”…
30
2013
How to reduce ramp-up time for new sales hires
In a recent survey conducted by CSO Insights, some 70 % of companies claimed that the ramp-up time for new sales staff ranged from seven months to more than one year. This alarming statistic raises several interesting and important issues: Even though many companies claim to hire only experienced salespeople who can hit the street running, current research and data prove otherwise….
11
2012
How do you treat your company’s intellectual capital?
The BusinessDirectory.com definition of intellectual capital is a “collective knowledge of the individuals in an organization or society.” It includes customer capital, human capital, intellectual property and structural capital. Although largely intangible and very often difficult to measure, intellectual capital is now widely regarded as a true capital expense for a company. The reason for this is because the investment in and replacement of employees…
11
2012What is the smartest way to increase sales effectiveness?
Living through some of the most economically challenging times that any of us have ever faced, we are constantly reminded of the fact that we need to be resourceful in coming up with ways to increase business without increasing the cost of obtaining that business. However, current research shows that, if anything, we are doing worse not better. The findings of a recent report, based…