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How do you strengthen a global sales team’s ability to sell complex solutions to complex clients?

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Miller Heiman Blog

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According to Business Dictionary, performance is defined as “the accomplishment of a given task measured against preset known standards of accuracy, completeness, cost, and speed.” It is a result to be measured. Accountability, on the other hand, is a virtue. It’s the willingness to accept responsibility. Accountability is a key ingredient for achieving the expected performance goals. Accountability across the sales force ensures that the sales force’s energy is focused on executing the strategy successfully; that the right actions are in place to become world class. Continue Reading


Now, think about today. You are deeply immersed working on an important customer proposal on your digital tool—for example, your tablet. In the background you hear a beep every other minute, indicating that you got an email, SMS, voicemail, market alert or a message from your social network. For me, the feeling of riding in the back seat of my parents’ car comes back, except I am driving on the data highway and there is nobody stopping the high-speed data ride for me. Today’s data highway keeps growing every day, with a staggering 2.5 quintillion bytes. This is 2.5 times 10 with ten zeroes, resulting in a doubling of data every two years. I call this the terror of now. Continue Reading

8.6 hours
spent per month by managers in World-Class Sales Organizations on skills development or product training.