Insights from the experts
Drew Zalucky of SiriusDecisions gives advice on training and growing stellar sales reps with the “skills + perception = behavior” formula in B-to-B Skills Enhancement: Because “Believing in Yourself” Isn’t Enough.
Gregory Haardt of Lattice Engines warns that a blanket approach to sales and marketing data does more harm than good in One Size Does Not Fit All.
Tomasz Tunguz, venture capitalist at Redpoint Ventures, explores the keys to building a strong company culture (and personal value system) in The Things You Do Often Create The Things You Believe.
Leslie Ye of HubSpot examines the growing trend away from voicemail, and explains how to adapt, in What Happens to Sales in a World Without Voicemail?
Greg Alexander of Sales Benchmark Index talks with John Meyers, CEO of Rentokil Initial, on how to scalably grow revenue in How to Develop and Execute a Revenue Growth Strategy.
The simple and powerful way to help struggling employees
Researchers from Harvard and Brown tackled one of the thornier workplace problems: what to do with a struggling employee. They paired low-performing teachers with their most successful ones, and saw astounding gains from that mentorship and individualized attention. Those struggling teachers saw five to ten years’ worth of improvement in just one year. The researchers suggest that the study applies to pretty much any workplace: peer mentoring programs are one of the most effective ways to support your employees. Read the Rapid Learning Institute’s recap by Stephen J. Meyer in How to help struggling learners improve.