Political Divides & Business Strategic Planning: Power of Assumptions
Politicians are responsible for addressing complex issues – challenges that are multi-faceted and involve making tough trade-off...
Sales Model Redesign - Insights from Three Sales Organizations
In the past 18 months I have helped three companies install new Sales models. The work included stepping back and articulating market changes that were impacting sales/renewals, outlining the current sales motions and operating models, outlining future-state models that will close gaps and better drive sales outcomes, clarifying the roles and infrastructure necessary to execute the new models, and building capability and success profiles that serve as the foundation for talen
Lessons from the Tank
I suppose it’s a guilty pleasure, but Shark Tank is a great entrepreneur/business television show that teaches lots of lessons. My wife...
Are Competency Models Dead?
Competency models have been around for a long time; I was lucky enough to start my career studying and working with David McClelland, and...
