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Posts by Mark Blessington:
There are numerous possible responses by the sales function to the COVID-19 pandemic. Sales executives must formulate a functional strategy as their corporate counterparts do the same. The quick creation of a revised sales strategy not only helps the sales force respond to current realities, but it also lays the foundation for generating critical, frontline […]
On the surface, quota setting seems easy: allocate the corporate sales target down through the ranks. In practice, quota setting is very complicated, which introduces many opportunities for error. In most cases, each quota setting blunder diminishes sales force performance. Here is my top ten list of quota setting mistakes—from bad to worst. #10. “Black […]
While Daniel Pink had many powerful insights and recommendations for the sales profession in his book To Sell is Human, in one key respect he was wrong. He asserted the sales profession was flourishing, but it is actually struggling. Digital technology is fundamentally disrupting the sales function. Sales Jobs are Stagnant A rigorous analysis […]