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    sales performance management

    Why you need to kick your addiction to data

    Millennials are killing everything. At least, that’s the message in the media right now–they’re killing the mortgage industry, they’re killing diamonds and golf, and they’re even killing napkins.

    Our Numbers Aren’t Laws Of Physics!

    We tend to think of the Laws Of Physics as fundamental truths about how things behave.* For example, F=M x A (Force is equal to Mass times Acceleration). We always calculate force using this formula, it is universal. These Laws represent fundamental behaviors of objects and very predictable properties.

    Why working harder might make you less effective

    “Grind till you shine.” “The price of success is hard work.” “Success is 1% inspiration and 99% perspiration.”

    How to harness the power of flow to make more sales

    If you could perform at the peak of your abilities, wouldn’t you want that? What if you could harness the same ability for everyone on your sales team? Steven Kotler, the co-founder of the Flow Research Collective and leading expert on human performance, says you can, by harnessing the power of “flow.”

    Sales And Sales Management Is Broken

    I have to admit being consumed with CSO Insights latest Sales Performance Report. If you haven’t had the opportunity to read it, make sure you take the time to download and study it. It’s filled with fascinating analysis, each chart presents huge opportunities for performance improvement.

    External Exposure