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Customer Success Management: Setting Your Team Up for Success

Customer Success Management: Setting Your Team Up for Success

You’re looking to set up your customer success management team and aren’t sure where to start. You’re completely aware of how important these roles are to the success of your business and yet, you wonder, “Who do I hire for these roles?” Maybe you’re wondering, how to turn service reps or salespeople into customer success … Continue reading “Customer Success Management: Setting Your Team Up for Success”

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3 Ways Sales Training and Coaching Can Improve Retention of Women Lawyers

3 Ways Sales Training and Coaching Can Improve Retention of Women Lawyers

One of the biggest stories in law earlier this year was the open letter signed by 170 general counsel and corporate legal officers vowing to restrict their legal dollars to outside firms that are truly committed to diversity and inclusion. That means law firms without inclusion at the top not only face bad optics on … Continue reading “3 Ways Sales Training and Coaching Can Improve Retention of Women Lawyers”

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What is Validity?

What is Validity?

When people talk about psychological tests, they often ask whether the test is valid or not. What exactly does this mean? What does it mean for a test to have validity?   Answer: Validity is the extent to which a test measures what it claims to measure. It is vital for a test to be valid … Continue reading “What is Validity?”

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How to Help Your Sales Team Overcome Technology Fatigue

How to Help Your Sales Team Overcome Technology Fatigue

The pace of technological advancements isn’t just astounding, it’s downright mind-boggling. New AI tools, apps, and CRM systems flood the marketplace every week, but sellers aren’t eager to try them. Instead, salespeople have hunkered down and eschewed emerging technologies thanks to a whopping case of technology fatigue.   The phenomenon makes sense: When you’re constantly … Continue reading “How to Help Your Sales Team Overcome Technology Fatigue”

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The Top 3 Supports that Boost Diverse Talent Retention

The Top 3 Supports that Boost Diverse Talent Retention

Despite law firms’ increased efforts and success at recruiting more diverse talent, they continue to face a major problem with talent retention. The dearth of minority partners at top law firms is a worrisome issue that firm leaders must face head-on.   High-performing firms provide business development training and support for their attorneys because they … Continue reading “The Top 3 Supports that Boost Diverse Talent Retention”

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Don’t Fall for These Myths About Sales Talent Development

Don’t Fall for These Myths About Sales Talent Development

At GrowthPlay, we encounter many professional service providers who feel defeated by what they see as their inability to fit the traditional profile of a successful seller, the rainmaker who almost magically generates new business for the firm. But, our research on assessing sales talent development shows that there are many ways to succeed at … Continue reading “Don’t Fall for These Myths About Sales Talent Development”

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