Has 50 years of the “PERSONALITY TEST” Monopoly compromised productivity?
| Have we taken a ride on the reading railroad…without passing go…or collecting our $200? (more…) |
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High Performance Culture Means Breaking Molds and Challenging Status Quo
If we take the initiative to do the right things in our business and our lives, our reputations will not suffer. Indeed, they will prosper. But counterproductive to this fact is that many people in our places of work have succumbed to the “comfort zone.”
The Most Common Myths about Sales and sales people
Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as sales force and individual salesperson effectiveness, has provided many of the biggest surprises. (more…)
Distorting “Science” to Bolster Marketing
SHL, in the SHL Customer Styles Contact manual allege that averaging percentiles is unacceptable psychometric practice. But no citation was provided. Their argument seems to be arcane, at best.
Selling Successfully in the 21st Century
Research on customer satisfaction indicates that 80% of all vendor deserters rated their previous vendor as “good” to “very good.” However, customers who rated their vendor as “very good to excellent” were 42% more likely to remain loyal². (more…)
Beware Of The Evil Case Study
| Business is “supposedly” all about ROI… (more…) |
Does Spending A Lot To Duplicate Your “A” Players Work?
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One of the favorite “Consultants” solutions to build sales force productivity goes like this: Study the techniques of your “A” players, your superstars (the top 20%). Identify the techniques they use. Then, train the rest to use these winning techniques. (more…) |
Always Be Closing… With the Right Competency Set
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There has been a great deal of research and discussion in the field of Industrial/Organizational Psychology on the topic of broad versus narrow traits in predicting outcomes. (more…) |
Nothing Happens Until Somebody Sells Something… Or Does it?
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Next time you’re at a sales meeting, look at the salesperson to your left and then to your right…in 5 years one of the two won’t be in sales anymore. Of the approximately 1.9 million salespeople in this country, nearly half will be replaced by alternative channels between buyers and sellers. So predicts Neil Rackham, perhaps the world’s most preeminent sales researcher today. (more…) |
