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Sales onboarding

5 Keys to Effective Sales Onboarding

By Bill Bartlett / February 11, 2022

Onboarding sales talent has never been more important, given the tightness of the current labor market. Yet the most effective, proven best practices for shortening the runway to success for new hires remain largely unknown and unimplemented. Here are five keys to effective sales onboarding that we make a point of sharing with our clients.…

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How to Succeed at Retaining Top Performers [PODCAST]

By 英雄联盟竞猜视频比分 Training / February 8, 2022

Mike Montague interviews Cal Thomas on How to Succeed at Retaining Top Performers. 

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hybrid work environment

Managers: Four Keys to Improving Workplace Performance in a Hybrid Work Environment

By Sharlene Douthit / February 8, 2022

Long before the pandemic transformed most of our workplaces, I was happy to work full-time as a remote employee. I’ve been one of those lucky people who didn’t really have to change all that much to adapt to the monumental changes that began to unfold in early 2020. Those changes brought about (among other things)…

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Sales Coaching in a Hybrid World

By Bill Bartlett / November 19, 2021

Today’s sales professionals must be prepared to compete in a world where more communication with buyers takes place in venues where the salesperson cannot communicate face-to-face with the buyer.

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Today, More Than Ever, Managing Is All About Motivating

By Jonathan Farrington / July 6, 2020

Don’t be under any illusion that right now, you absolutely have to give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their future.

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A Picture of Tomorrow’s Leaders

By Jonathan Farrington / June 16, 2020

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

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It’s Time for a New Level of Realism

By Jonathan Farrington / June 1, 2020

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

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In a Newly-Virtual World, Are Ride Alongs Still Important

By Antonio Garrido / April 10, 2020

[Strategy Driven] All managers and leaders recognize that one of their most critical tasks is to develop the skills and competencies of their people. They agree, too, that one of the very best ways to properly understand the level of skill and competency of their workforce is to observe them in real-time, real life, operational…

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Today, Selling is Neither an Art or a Science – It is Both

By Jonathan Farrington / April 2, 2020

The dichotomy facing sales leaders today is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past yet attach increasing importance to staff development.

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You Cannot Manage What You Don’t Understand

By Jonathan Farrington / January 23, 2020

Even companies that enjoy the luxury of representing a line of clearly superior products realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and, of course, the competition.

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