LEADERSHIP & MANAGEMENTThe Whac-A-Mole Management Trap
Do you remember the arcade game Whac-A-Mole? Little moles pop up at random from holes on a board, and the player's job is to hit… Read ArticleThree Common (But Faulty) Management Practices
There's an old joke about a woman who cuts the ends off a ham before putting it in the oven because her mother had done… Read ArticleSpeaking to Sales Stars of the Future
Ask sales professionals how they learned how to sell, and the answer will likely be "on the job." With a mission to "promote the profession… Read ArticleHow Sales Managers Can Use Praise to Motivate Reps
If you asked your sales reps what most motivates them, you'd probably guess money. But don't underestimate the value of feeling appreciated.
While many companies… Read Article