Chally Group

About 10 years ago I had a chance encounter that led me to change the way I approach consulting my clients.  Sitting at a bar a fellow struck up a conversation and shared his story.  He indicated that, prior to his retirement, he was an internal consultant for an energy corporation.  He was fortunate enough [...]

Sales groups tend to be early adopters of new technology.  In some cases, like email and the smartphone, it’s been the salespeople themselves who have embraced the new technology.  In other cases, like Sales Force Automation (SFA) and Customer Relationship Management (CRM), the impetus for new technology has come from sales management. Not surprisingly, sales [...]

Many times sports analogies are too frequently used as points of reference in general business and particularly within sales. However, the movie Moneyball is an exceptional example of how sports can teach businesses a lesson or two about effective talent management. The central premise of Moneyball is that the collected wisdom of baseball insiders (including players, [...]

by Tracey Wik I was speaking at a succession planning conference for a group of senior HR and Talent Management leaders recently, and I was pleased to see the acceptance of executives of the digital age. I don’t mean to be flippant, but having been an early adopter of these technologies and I have found [...]

by Tracey Wik When you hear someone described as “nice” it evokes a particular image, but I doubt it tells you much of significance about the person. The same could be said of “high potential” when discussing leadership development. Don’t get me wrong; there is nothing innately wrong with being nice. Many of our mothers [...]

Next time you’re at a sales meeting, look at the salesperson to your left and then to your right … in 5 years one of the two won’t be in sales anymore. Of the approximately 1.9 million salespeople in this country, nearly half will be replaced by alternative channels between buyers and sellers. So predicts [...]