Latest Article
Empathy has been described as the ability to know what another person is thinking or feeling. It’s an important influence skill in business and life. However, to really know what another person is thinking or feeling, you first must develop another EQ skill: emotional self-awareness. The self-aware sales professional is in tune with the emotion… Read More >>
Latest Book
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 >>
Latest eBook/White Paper
The Modern Science Behind Sales Force Excellence provides insights, commentary and conclusions reached from our Sales Force Effectiveness Study, conducted during the latter part of 2014. We will report on the practices of companies large and small, with and without dedicated top of the funnel teams, and with and without traditional sales forces. The study was… Read More >>
Latest Interview
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 Read More >>
Latest Podcast
Kevin Davis and Jonathan Farrington discuss the importance of the customer in defining efficient sales funnel management. https://s3.amazonaws.com/TopSales/SalesHardTalk/2014/march/Kevin-Davis-Hardtalk.mp3 Read More >>
Latest Video
The key to developing a stronger team is to FOCUS on improving one competency at a time. This may seem like baby steps and may take several months to a year to accomplish, but you will end up with marked improvements in those competencies overall. Be careful not to try to improve too many competencies… Read More >>
Latest Webinar
In Managing Performance for Results, Steven teaches sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss. Managing Performance will help you improve sales rep accountability in executing their business plans and rapidly as well as effectively address performance issues. You’ll learn how to: Implement a simple performance… Read More >>