Today’s Lesson: Three Sales Archetypes

Only 54.6 percent of sales professionals produce enough revenue to meet quota according to CSO Insights 2015 Sales Compensation and Performance Management Study. And, it’s the rare prospect that actually wants to hear from a sales rep. What’s… Read More

Beware the Halo Effect and Management Gurus

This one ranks up there with Freakonomics.  It's that good.  Phil Rosenzweig's article, "Misunderstanding the Nature of Company Performance: The Halo Effect and Other Business Delusions", details why management is NOT an exact science and there is no… Read More