As more organizations adopt a remote workforce, the challenges of leading at a distance become more urgent than ever. The cofounders of the Remote Leadership Institute, Kevin Eikenberry and Wayne Turmel, show leaders how to guide their teams by recalling the foundational principles of leadership. The authors’ “Three-O” Model refocuses leaders to think about outcomes,… Read More
The Long-Distance Team: Designing Your Team for Everyone’s Success
From the experts who brought you The Long-Distance Leader and The Long-Distance Teammate comes the proven and practical guide for leaders to consciously design teams, define and create their desired culture, and encourage and nurture employee engagement-all from a distance. Team design and culture are often presented as separate concepts when they are in fact… Read More
The Power of Sales Analytics
Jonathan Farrington interviews Jeff Gold, principal at global sales and marketing consulting firm ZS and co-author of “The Power of Sales Analytics.” JF: What can big data and analytics do for sales forces? JG: Companies in the U.S. spend more than $900 billion every year on their sales forces, and executives want to get the… Read More
The Sales Coach’s Playbook: Breaking the Performance Code
There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. It is always up to the coach to choose… Read More
Translating Strategy into Sales Behaviors That Win
Linda Richardson interviews Frank Cespedes, Senior Lecturer of Business Administration at Harvard Business School I don’t know anyone better suited to help us close the chasm that exists between actual selling behaviors and strategy than Frank Cespedes. Frank brings the rarest of combinations: 15 years as a professor, 12 years leading a business where he… Read More
What % of Sales Experts Genuinely Have the Expertise to Coach Others
Jonathan Farrington in conversation with Dave Kurlan, CEO of Objective Management Group Dave Kurlan, CEO of Objective Management Group and best selling author and Jonathan discuss the fact that so many self-styled sales experts are really not qualified to coach others and much more … https://s3.amazonaws.com/TopSales/interviews/2019/march/JF-Interviews-Dave-Kurlan.mp3