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Ten Serious Things You Should Consider When Assessing, Measuring or Transforming Your Organization 26 Aug 2013 | 06:17 pm
The business of assessment, psychometrics and industrial/organizational psychology continues to grow, but there also continues to be a lack of governance and oversight to ensure providers are actually...
How to Match the Right Type of Salesperson to Your Customers 15 Aug 2013 | 10:34 pm
The most successful sales managers recognize that all good salespeople must have certain vital skills and motivations. The degree and type required, however, will vary according to what customers need...
Global Leadership Research Findings 31 Jul 2013 | 08:37 pm
Leadership development plans should include opportunities unique to a specific leadership role’s requirements and address competencies relating to risk factors. Identifying companies good at developin...
Don’t Be SMART About Your Career 12 Jul 2013 | 01:40 am
by Tracey Wik Conventional HR wisdom asserts that in order to get ahead, you should create Specific Measurable Results—the more specific the better. I assert this could be the worst career advice, an...
Competency Corner: On Takes Initiative in a Business Unit 11 May 2013 | 12:24 am
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...
Why Sales Technology Projections are so Critical 13 Apr 2013 | 01:52 am
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, lik...
Leveraging the Techniques of Moneyball to put a great Sales Force on the Field 3 Apr 2013 | 02:12 am
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 t...
Agility Mobility 16 Mar 2013 | 12:31 am
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 a...
Is “High Potential” the Corporate Version of “Nice”? 25 Feb 2013 | 08:45 pm
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 di...
Nothing Happens Until Somebody Sells Something … Or Does it? 21 Feb 2013 | 01:30 pm
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 ...
