Category: Leadership
Passive Reinforcement: How Sales Training Finally Sticks
Active reinforcement tests whether reps remember training. Passive reinforcement builds it into the work so they can’t finish the task without it.
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Why Nobody on Your Team Is Hitting Quota
Two reasons a sales team misses: not enough capacity, or not enough capability. How a CRO tells them apart before cutting the number.
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PE’s Exit Problem: The Untouched Opportunity in Sales
Private equity is stuck with unsold companies and expensive debt. The operating playbook skipped the sales org. What’s missing, and what it’s worth.
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Gap Revenue Performance: Why This Book, Why Now
A review of Gap Revenue Performance, Keenan’s book on why revenue misses are a system problem, who it’s for, and what it asks CROs, CEOs and boards to do.
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The Manager Scaling Problem Nobody Talks About
What happens when your best coach has 20 direct reports? At first, it feels like progress. You’ve...
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