Sales is unlike any other corporate function for a number of reasons: the empowerment of the frontline, the direct correlation to revenues, the connection to customer, the tenure in frontline positions.As such, a decade ago sales training split off from corporate learning & development in...

Imagine you are on a path to better health and more fitness. You have educated yourself, you have decided to start working out, you have analyzed your eating habits and made commitments to change those towards more healthy choices. Now, how to get started? Maybe...

Sales managers, especially frontline sales managers (FSMs), have the highest leverage effect in any sales organization. Just look at their average span of control in your organization. Do your sales managers lead six, eight, ten, or even more salespeople directly? That’s the leverage effect we...

The secret of change is to focus all of your energy, not on fighting the old, but on building the new.” --SocratesA few weeks ago, I shared our research over the last three years on the business impact of leveraging social media, also called “social selling.”...