Industry Insider

• Sales Velocity: What It Is & How to Measure It

  Have you been in an interview and asked your prospective employer which sales metrics they value most? That answer is probably, “Yes.” What if I asked you if you’d ever questioned your interviewer about their sales velocity? If you answered “Yes” again, you already know how important this calculation is to understand the growth mindset and overall health of a sales organization.
• How Rumors Undermine Staff Trust — and 6 Ways to Quell Them

  Psssssst. Want to hear something juicy? Workplace gossip could be undermining your organization.
• The 25-50-25 Principle of Change

  In my book, Leadershift: 11 Essential Changes Every Leader Must Embrace, one of the shifts I write about is the Relational Shift from pleasing people to challenging people. This was one of the most important lessons I learned in leadership.
• The Skills Sales Leaders Need to Hire Now to Profit in the Future

  As a service-based approach becomes the norm, we are seeing a new type of expert emerge. One with a combined ability to both understand the functionality of their solutions but combine that with a much deeper knowledge of the value delivered to the customer.