Feeling stuck? Yearning for more motivation as if this is something we can directly increase like adding fuel to a petrol tank. But it is not how good we feel, but how well we plan that will start and sustain activity. No matter how excited you feel about your goals, it is impossible to stay in action without clarity about the what, why and how of doing. Continue reading
Often we as sales people or as sales managers assume that one sales person is interchangeable with another for different sales roles. But in fact very different people are capable of doing these two jobs properly. Using SIP we can see these differences in capability very clearly but it is often not so obvious observing BDM’s and account managers in the wild.