GETTING TO “YES” WITH YOUR LAWYERS: Read more

At times the relationship between the home office and field sales is like a Cold War. An Communications Iron Curtain is drawn.  Read more

Managers and executives get “blind-sided” by pieces of factual information that cripple their effectiveness as a manager/ leader.  Read more

Have the advances in communications technology and availability of more information through communications technology increased sales productivity?  Read more

Managing mavericks: Thawing the Cold War Between Management and Field Sales Read more

In June of 2007, James Harter, Ph.D., Gallup Organization’s Chief Scientist, addressed Training Magazine’s Leadership Summit. Harter, co-author with Rodd Wagner of “12: The Elements of Great Managing” (Gallup Press, 2006), presented some survey statistics that reveal how effectively engaged executives have significantly better performing organizations.  Read more