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Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Book Sampler (Table of Contents, Preface, Chapter 1)
Jenny Dearborn | February 24, 2015 | Book Chapter

A "how-to" guide to boosting sales through predictive and prescriptive analytics.

The Art of Modern Sales Management

Chapter 07: The Sales Manager’s Role in Training
Renie McClay, Sandy Stricker | February 03, 2014 | Book Chapter

There are a number of factors that contribute to the success of training, but the bottom line is that most of the other factors boil down to one thing—manager support.

Premeditated Selling

Chapter 08: Developing a Sales Coaching Strategy
Kevin Jones, Steve Gielda | September 25, 2012 | Book Chapter

Successful strategic sales coaching requires consistency and accountability. If you elect to adopt a consistent strategic opportunity planning process, you must hold your team accountable for following that process.

The Self Aware Leader

The Generosity Quotient
Dan Gallagher | April 18, 2012 | Book Chapter

Every day, leaders have an opportunity to give co-workers or those individuals they manage critical visibility, information, or constructive feedback, or just an encouraging comment about a small or large success. It’s not about being a mentor to others or a coach. It’s about human connection and giving others a sense that what they do matters.

Employee Development on a Shoestring

Ready, Set, Aim! Goal Setting and Preparation
Halelly Azulay | March 23, 2012 | Book Chapter

Employee Development on a Shoestring: Ready, Set, Aim! Goal Setting and Preparation. Employee development must be a deliberate, planned, and mindful practice.

Employee Development on a Shoestring

Social Learning Tools
Halelly Azulay | March 23, 2012 | Book Chapter

Employee Development on a Shoestring: Social Learning Tools - these tools allow learners to learn independently, more quickly, and more efficiently, and to be more productive and effective as a result.

Training for Results

Measuring Training's ROI: Chapter 39
Scott Parry | February 01, 2002 | Book Chapter

Training for Results guides you through the preparation and instruction process of implementing a new training course. Self-assessments, planning sheets, and additional learning exercises have been effective planning tools for thousands of instructors in more than 400 author-conducted train-the-trainer workshops from Chapter 39 from Training for Results.

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