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A shifting strategy must account for cultural shifts

A shifting strategy must account for cultural shifts

For an organization to be best-in-class, its leadership must not only understand the difference between strategy and culture, they must pursue them both separately and deliberately. A heavy emphasis on strategy cannot make up for a lack of attention to culture cultivation.

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Are you plagued with bad sales talent data?

Are you plagued with bad sales talent data?

If you’re like most sales managers, you’re constantly taking shortcuts with the time you spend on managing your sales talent. In many sales organizations, activities associated with managing people often get put on the back burner either because we are uncomfortable handling them or because we’re too busy reacting to seemingly more pressing problems. Unfortunately, taking shortcuts in these key processes can bring negative consequences to your sales organization, including crippling effects to your bottom line. Add up several bad hires and you’ve got a sales talent problem that’s preventing you from making your numbers.

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How to nurture millennial tech leaders

How to nurture millennial tech leaders

Half of the millennials in the workforce are now in leadership positions. And frighteningly, fully 64% of these individuals are unprepared when entering leadership roles, a survey of 527 US-based Millennial professionals finds. A leadership position means having individuals who report to you. This is an enormous responsibility, and one that, even in the best of times, first-time managers come woefully equipped to address, given the limited knowledge, experience, and skills they bring into the job.

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The best ways to engage millennial employees

The best ways to engage millennial employees

Millennials now outnumber Baby Boomers in the workforce. With their numbers rising by 30% over the next five years, its imperative organizations develop best practices for engaging this critical population. For a sales organization, this effort couldn’t be timelier. The Wall Street Journal recently reported that sales jobs are getting increasingly harder to fill because millennials perceive sales as risky. However, as this article points out, reaching your hiring targets continually fuels your bottom line. Missing them can have crippling effects.

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Great sales reps won’t necessarily make great sales leaders

Great sales reps won’t necessarily make great sales leaders

The same forces that are transforming sales organizations are also changing sales management in the number of hats they are required to wear … coach, strategist, politician, recruiter, trainer … are only a few essential roles expected. For the majority of sales roles, those traits that make a person good at selling are not necessarily the same competencies required to successfully lead a sales organization.

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Does Spending a lot to Duplicate Your “A” Players Work?

Does Spending a lot to Duplicate Your “A” Players Work?

One of the favorite consultants’ solutions to building sales force productivity goes like this: Study and identify the techniques of your “A” players, your superstars (the top 20%). Then, train the rest to use these winning techniques. They typically offer case studies and examples. So, let’s test this sales myth with a little common sense and basic … Continue reading “Does Spending a lot to Duplicate Your “A” Players Work?”

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Coaching/Mentoring Continues to be the Most Popular Practice for Developing Leaders

Coaching/Mentoring Continues to be the Most Popular Practice for Developing Leaders

In the four years Chally conducted the Global Leadership Research Project, coaching/mentoring continues to be the most popular leadership development practice for both small and large companies. The practice of coaching has many variations depending on the level of formality and the allocated resources. From informal mentoring, to peer-to-peer coaching, to executive coaches, coaching others … Continue reading “Coaching/Mentoring Continues to be the Most Popular Practice for Developing Leaders”

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Five Ways HR & Sales Must Partner to Increase Sales Force Effectiveness

Five Ways HR & Sales Must Partner to Increase Sales Force Effectiveness

Quick fixes to boost the performance of a sales team typically over-promise and under-deliver. Instead of churning the sales team or tweaking compensation, sales and human resources need to get on the same page about the types of sales roles required to execute sales strategy.   “A true partnership between the sales team and human … Continue reading “Five Ways HR & Sales Must Partner to Increase Sales Force Effectiveness”

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