Corporate Training | Developing Human Capital ™
Summary: In our last series, we discussed the components of a Sales Cycle Management system. The first, and perhaps one of the most important components is Opportunity Management.
The first component of Sales Cycle Management (SCM) is Opportunity Management. In traditional sales pipelines, salespeople and managers do not spend enough time focusing their efforts on the […]
Summary: Sales Performance Analysis brings Sales Cycle Management full circle. Let’s find out what components of your sales process should be analyzed.
Sales Performance Analysis closes the gap on your entire Sales Cycle. Essentially, performance analysis is a deep look back over certain elements of your sales cycle, from Opportunity Management to Account Planning. Looking at […]
Summary: Many salespeople have a “pipeline” - but is it truly based on reality? Today’s salespeople need to upgrade their pipelines into a Sales Cycle Management System. Here are the basics.
As salespeople know, the pipeline is a vital part of the sales process. But what is the usual definition of a sales pipeline? It may […]
Summary: Your training classes may be full of Baby Boomers, Gen Xers, and even Gen Yers. How can you reach and effectively train these groups in one setting?
We all know that our workforces are changing. But we do have the ability to reach out to all generations with our training and development. The Baby Boomers […]
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Developing a Culture of Leadership
Driving Performance & Delivering Results
How does one determine value when training? Does it seem possible that many of us have lost our ability to correctly assess the value of the programs that are delivered? I know, starting an article with two questions is not the ideal method for making an argument. Nevertheless, I am of the opinion that the […]
You only have to look at New York Giants coach Tom Coughlin to see the benefits of coaching to perfection. When Coughlin decided to play the last regular season game, he took added criticism on top of what was already there - he didn’t fight back and stuck with his plan, regardless of what was […]