Articles

Business Productivity

500 The Brain Can NOT Multi-task

The Brain Can NOT Multi-task
The Los Angeles-area September 2008 head on collision of a passenger train with a freight train that killed 25 people was a horrific event. The first thing that comes to many people’s mind must be, “How can two trains have a head-on collision in this day and age of technology?” Technology [...]

Leadership

201 True Leadership- Conclusion of Words to Action

Leadership isn’t tested in good times. True leadership emerges when things aren’t going so well. This article is a copy of the conclusion to Paul Pease’s book, Words to Action, published September 7, 2001.

Sales

102B Hiring Right: Part II

Hiring Right, A Three-Part Series
Part II: Hiring Right
The first article of this series (102A: Hiring Wrong) was critical of hiring salespeople based predominantly on their industry experience. It’s easy to criticize. What about solutions? Who are we looking for in sales? What characteristics make a successful salesperson?
• They have the ability to function without constant supervision. [...]

102A Hiring Right Part I

Hiring Right, A Three-Part Series
Part I: Hiring Wrong
Wrong Selection Criteria
Why do we have salespeople that can’t hack it? Who are we looking for in sales? Where do we find good, qualified salespeople? The last question is probably the most pertinent, because there are very few college programs which offer a degree in sales. Back in [...]

101 Ten Laws of Sales Management

Successful Sales Force Management requires a sales executive to be engaged with a sales force that is engaged actively in the marketplace. Managing sales goes beyond the numbers. The engaged sales executive can make quick, confident decisions because they know what is really going on in the field. They aren’t surprised by the changing dynamics of field sales. In fact, they can often prescribe the changes.