Strategic Human Capital Insights

2-Part Business & Sales Growth Acceleration Checklist For 2016

Posted by Joanne Flynn

1/15/16 9:00 AM


To truly embrace the new VUCA work reality, it’s time to rethink all the old organizational structures, roles and competencies. To help you rethink and re-evaluate your organization, we have put together a checklist for you to see if your structures, roles and competencies have expired in the VUCA work reality as it relates to sales and business development.

Are we clinging to the old, hoping they will somehow be relevant for the present and future work demands? Read through our 2-part VUCA and business development checklist to understand the strengths and potential weakness of your team or organization so you can accurately prepare to accelerate your growth this year.

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Topics: Sales

The Four Pillars of the Complex Selling Process

Posted by Joanne Flynn

1/5/16 3:00 PM


How do you maximize every effort? How do you make sure that every activity – starting right now – has rigorous analysis, thought and planning behind it? The sales function is the growth engine that will make strategic initiatives a reality, or not! Business strategy is determined for the business year. You don’t have the luxury of waiting a month or quarter to start generating sales results. So what can sales managers do to ensure that every salesperson hits the ground running with the right equipment and the right roadmap? That roadmap is the operating guide to the year ahead and the basis of that operating guide is The Client Business Plan.

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Topics: Sales

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