by Jack Wilson | Oct 20, 2021 | Strategy
This article discusses the challenges that business leaders face when trying to measure the competencies and skills of their salespeople. You know the old saying that goes, “You don’t really know someone unless you’ve walked a mile in their shoes”? When I was first... by Jack Wilson | Sep 27, 2021 | Strategy
If you are disappointed by the lack of exceptional performance when hiring salespeople, you are not alone! According to a study of over 2 million salespeople by Objective Management Group (OMG), only 26% of salespeople have the sales skills to make them successful.... by Jack Wilson | Nov 12, 2020 | Strategy
In this final article we illustrate how companies can adopt a systematic approach to deliver sustainable improvements to sales performance. We provide real-world advice on how companies can address changes to management of strategy, processes and people. Through... by Jack Wilson | Nov 12, 2020 | Strategy
This article focuses on the management of people as a key component to overcoming challenges brought by the Covid crisis. Business leaders are having to re-assess the ideal competencies sales teams require in this new environment. We discuss how companies are... by Jack Wilson | Nov 12, 2020 | Strategy
This article focuses on some of the sales management processes that companies are using to support new strategies adopted during the Covid crisis. Companies are having to revisit sales process design, pipeline management and the use of technology to better engage...
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