Jonathan Farrington of Top Sales World Interviews Leff Bonney, PhD, MBA , Vice President, Research and Product Innovation as well as Associate Professor of Marketing at Florida State University. Leff, you run the Sales Institute at Florida State University. What is the current state of sales education around the world? Great question…Unfortunately, the answer isn’t […]
Explore moreThis article originally appeared here in the Sales Management Association blog. Part Three of a Four Part Series In previous installments from our book Cracking the Sales Management Code (see part 1 and part 2), we shared research findings that revealed three types of sales force metrics, Sales Activities, Sales Objectives, and Business Results. We also identified five discrete sales […]
Explore moreThe thinking of military strategists like Carl von Clausewitz and Sun Tzu have been widely applied to the world of business and even strategic selling. The ideas of a more recent military innovator, Lieutenant Colonel John Boyd, have surprising implications for today’s dynamic selling environment. Lt. Col. John Boyd John Boyd was a United States […]
Explore moreIn our last blog, Why You’d be Stupid Not to Invest in Your Sales Managers, we showed how investment in sales managers will yield seemingly incredible ROI. And because you’re probably skeptical, we provided you with a formula to calculate this for your own company. In this follow-up piece, we’ll show you exactly what skills […]
Explore moreThis post originally appeared here in the Sales Management Association blog. Part Two of a Four Part Series In this series of blogs, we introduce research findings from our best-selling book, Cracking the Sales Management Code. In the first blog, we revealed that there are three levels of sales force metrics, as judged by their ‘manageability’: Business Results like […]
Explore moreThis article originally appeared here on the Sales Hacker blog. If you’re like most sales managers, you recognize the value of sales coaching. Rather than draw a pretty picture of the ideal coaching interaction, I thought it might be interesting to instead give you examples of what bad sales coaching looks like. When we observe the […]
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