Opinion: Why ‘talent’ is an unhelpful way to talk about sales people
An article in a 1998 McKinsey quarterly titled The War for Talent changed thinking in the corporate world. The human resources community...
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Jan 20, 20161 min read
Sales people – born or made?
Dependent as companies are for top-line growth on the selection, assessment and development of their sales people, they naturally invest...
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Dec 7, 20151 min read
How can you stop delivery problems crushing sales motivation?
In my pre-psychology career, I once had the opportunity of having meetings with two sales teams in directly competing technology...
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Oct 16, 20151 min read
The S-Word: Why we need to confront the sales stigma
Picture the scene. A newly-appointed sales director assembles her several hundred-strong sales force for a kick-off conference. Staring...
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Sep 28, 20151 min read
Inflated sales forecasts? It’s all in the mind
SAP recently published the results of their survey of the top challenges facing teams selling cloud-based services. Straight in at number...
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May 25, 20151 min read
Why being ignored in sales is worse than being rejected: what the latest science tells us.
“Build a better mousetrap and the world will beat a path to your door,” runs an expression attributed to nineteenth century American...
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