Chally Group

Leadership in lock step with talent management has seemingly become the primary focus of this millennium’s business consultants, authors, and associations – and, for good reason; people are the only long-term competitive advantage we can develop! 1. The total quality management (TQM) “revolution” of the ‘60’s, and its evolution through Six Sigma, ISO standards, and [...]

Putting the right sales people in the right sales jobs using measurable, predictable, and actionable productivity analytics technology. Six Sigma, the data-driven methodology commonly used to eliminate defects based on standards, measurements, and repeatable systems and processes, has provided undeniable cost reductions for organizations around the world by eliminating waste and improving productivity. So why [...]

Kryptonite and Criteria The Fallacy of Setting Unrealistic Productivity Improvement Expectations Kryptonite is a term often used synonymously with the Achilles’ heel, referring to the one weakness of an otherwise invulnerable hero or heroine – in its original case, this was Superman. Superman flourishes and displays superhuman strength and ability in the absence of Kryptonite. [...]

Everybody has heard of the 80/20 rule. This concept is based on the research of Wilfried Fritz Pareto, an Italian engineer, sociologist, and economist, who discovered that 80% of the land in 19th century Italy was owned by only 20% of the population….and it tended to stay that way over time. The concept is often [...]

If we take the initiative to do the right things in our business and our lives, our reputations will not suffer. Indeed, they will prosper. But counterproductive to this fact is that many people in our places of work have succumbed to the “comfort zone.” About 10 years ago I had a chance encounter that [...]

Have we taken a ride on the reading railroad…without passing go…or collecting our $200? Tests and assessments based on personality, interest, type and styles have long been the controversial basis for many human resource decisions. Over 50 years of using tools based on these theories for employee selection, development and alignment have only contributed to [...]

Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as sales force and individual salesperson effectiveness, has provided many of the biggest surprises. These top eight sales “Myth Breakers” account for many competitive sales failures. 1. Business buyers select a vendor more on the [...]

SHL, in the SHL Customer Styles Contact manual allege that averaging percentiles is unacceptable psychometric practice. But no citation was provided. Their argument seems to be arcane, at best. SHL, in the SHL Customer Styles Contact manual allege that averaging percentiles is unacceptable psychometric practice. But no citation was provided. Their argument seems to be [...]

Research on customer satisfaction indicates that 80% of all vendor deserters rated their previous vendor as “good” to “very good.” However, customers who rated their vendor as “very good to excellent” were 42% more likely to remain loyal².   Principle 1: Repeat sales from existing loyal customers offer significantly more volume and profit. Raising customer [...]

Business is “supposedly” all about ROI… So to attract new business most marketers believe we have to be able to prove it. A three year P & L accounting of a customer’s return on their investment in this wonderful product or service could do the trick… Except they’re expensive and difficult if not impossible to [...]