Chally Group

Putting the right sales people in the right sales jobs using measurable, predictable, and actionable productivity analytics technology. (more…)

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. (more…)

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. (more…)

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. (more…)

Business is “supposedly” all about ROI… (more…)

One of the favorite “Consultants” solutions to build sales force productivity goes like this: Study the techniques of your “A” players, your superstars (the top 20%). Identify the techniques they use. Then, train the rest to use these winning techniques. They typically offer case studies and examples. So let’s test this sales myth with a little common sense and basic sales math. (more…)

There has been a great deal of research and discussion in the field of Industrial/Organizational Psychology on the topic of broad versus narrow traits in predicting outcomes. (more…)

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 Neil Rackham, perhaps the world’s most preeminent sales researcher today. (more…)