InSights - What you didn't know you didn't know

The Art and Science of Selling

Posted on: 13th 04, 2015

The Art and Science of Selling

The history of sales management is a history of two competing narratives about the nature of selling. The first narrative is built around the concept that “selling is an art.” In this narrative, the activities of the sales professional are seen as essentially mysterious and tied to the basic personalities of the individuals involved. This […]

Read More

5 Reasons Why Sales Training Fails

Posted on: 19th 02, 2015

5 Reasons Why Sales Training Fails

In previous years, companies have generally assumed that investments in sales training will increase sales productivity. Because the sales team is on the front line of revenue and profit, it seemed intuitive that improving sales skills would have a positive, immediate, and direct impact on a company’s bottom line. That assumption, however, has not served […]

Read More

How the Internet Is Changing the Business Buyer

Posted on: 15th 01, 2015

How the Internet Is Changing the Business Buyer

Historically, customers relied on sales reps to provide information and expertise about the products that the customer needed to purchase. As such, sales reps in a certain sense were in the information delivery business. The typical sales rep spent much of their time carrying product information from the company to the customer. Sales calls involved […]

Read More

Making the Most of Millennial Talent

Posted on: 9th 01, 2015

Making the Most  of Millennial Talent

Best practices for developing the next generation of employees and leaders. Based on the Global Leadership Research project – featuring the “Best Companies for Leaders” What can organizations do to engage millennial employees? Variations on this theme drive a popular and compelling discussion in talent management circles. Unfortunately, much of the evidence is anecdotal, and much […]

Read More

Best Practices in Preventing Leadership Derailment

Posted on: 20th 10, 2014

Best Practices in Preventing Leadership Derailment

The rise of a “rock star” executive can capture the public imagination and bring positive exposure for a firm. More often, however, a high-flying executive suffers the sort of public flame-out common to actual rock stars. The result can inflict massive collateral damage to the reputation, morale, and value of a company. How do the […]

Read More

What is Validity?

Posted on: 20th 10, 2014

What is Validity?

When people talk about psychological tests, they often ask whether the test is valid or not. What exactly does this mean? What does it mean for a test to have validity? Answer: Validity is the extent to which a test measures what it claims to measure. It is vital for a test to be valid […]

Read More