Category: Performance

"Just Give Me The Answers!"
Posted on October, 2018

There's a disturbing trend in developing the capabilities of sales people. It's … [Read more...]

We all know the importance of reaching out to "touch the customer." We know … [Read more...]

Activity metrics are receiving lots of attention. Activity metrics can be very … [Read more...]

I have a very good friend, Dr. Howard Dover. He does wickedly smart things in … [Read more...]

October 23, 2018 by David Brock 1 Comment

What's selling have to do with project management? It may not be obvious, but … [Read more...]

Imagine sitting in some sort of sales kickoff meeting or conference, and the … [Read more...]

I have to admit being consumed with CSO Insights latest Sales Performance … [Read more...]

September 27, 2018 by David Brock 1 Comment

There are a lot of posts, some of them very thoughtful, about whether "Quota" is … [Read more...]

September 26, 2018 by David Brock 5 Comments

I'm a huge fan of the research done by the folks at CSO Insights. They are very … [Read more...]

September 19, 2018 by David Brock 2 Comments

Developing any high performance sales team starts with talent. If you have the … [Read more...]