We know from both sales leadership simulation assessment and sales rep assessment simulation data that the pressure on new sales hires to ramp quickly and deliver measurable impact is higher than...

In a complex B2B sales, prospects (especially executive buyers) are more informed, time-starved, and resistant to generic sales pitches. Experienced sales leaders know that B2B sales discovery isn’t...

How to Lead Your First Team: A Top 10 Guide for New Managers We know from people manager assessment center data that new leaders struggle with the question of how to lead your first team. Whether...

We know from action learning leadership development programs that most executives want to hire as many “A players” as possible to accelerate their strategic growth plans. But in practice, a talent...

Despite the growing emphasis on project-based teams at work, we know from organizational culture assessment data that many teams struggle to achieve consistent results while maintaining good relati...

Foundational Skills for New Sales Hires: Setting the Stage for Long-Term Success We know from sales leadership simulation assessment data that the pressure on new sales hires to ramp quickly and...

Unlike traditional corporate training methods that often fall short on learner adoption and impact, business simulations immerse participants in relevant, risk-free learning environments where they...

Top 10 Sales Rep Performance Checklist: Essential Habits for Success We know from sales leadership simulation assessment data that top sales reps do not just wing it — they follow a disciplined,...

How Much Should You Be Crowdsourcing Your Strategy? Strategic planning has traditionally been the domain of a small group of executive leaders who get together in a strategy retreat to set the...

5 Steps to Kick Off a Sales Call Starting a sales call with a new prospect is a delicate balancing act that sets the tone for the entire conversation in two minutes or less. An effective opening can...

Our organizational alignment research found that cultural factors account for 40% of the difference between high and low growth companies in terms of revenue growth, profitability, leadership...

We know from leadership simulation assessment data that exceptional leaders drive exceptional performance. Exceptional leaders don’t just set the pace; they cultivate a high performance culture that...

How to Foster Team Collaboration Many people believe that placing a group of high performers together will result in high performance. Unfortunately, that is not always the case.

The Best Sales Qualification Model: Elevating Your Close Rate Using the right sales qualification model can transform a team’s approach to lead qualification by ensuring that business development...

Why Employee Engagement Matters The neuroscience of employee engagement can help leaders to target interventions to improve employee engagement, retention, and performance. We know from organizatio...

Only a small fraction of companies achieves consistently high levels of profitable growth. For any organization to grow sustainably, sales leaders must continuously ask critical questions unique to...

Leaders and change management consulting experts know that change is both inevitable and not easy to implement. McKinsey, Harvard Business Review, and Bain have all cited a 70% change management...

Evaluate Big Strategic Choices When you really want to win big, you can’t afford to miss a potential opportunity for success by going too cautiously or too slowly. When it’s time to evaluate big...

Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on...

The Impact of Leaders on Organizational Change Companies cannot afford to stand still. Whether it is a small-scale evolutionary change or a large-scale transformation, the impact of leaders on...