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One Change at a Time

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An organization's performance and the environment in which it operates change dynamically. Subsequently, most measures reflecting these performance variables are also dynamic; challenging analysts to interpret historical and predict future movement.

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Business Performance Assessment Program Best Practice 4 – Random, Unannounced Inspections

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StrategyDriven Business Performance Assessment Program Best Practice ArticleIt’s perfectly natural and expected that individuals want to do a good job and be recognized for it or at a minimum want to do a good enough job to avoid what are to them undesired consequences. Subsequently, people look to what their superiors communicate as required job performance to gag the level and timing of their efforts.

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StrategyDriven Podcast Special Edition 14 – An Interview with Duane Sparks, author of Sales Strategy from the Inside Out

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 14 – An Interview with Duane Sparks, author of Sales Strategy from the Inside Out explores how businesses using a consultative sales process realize a dramatic increase in revenues. During our discussion, Duane Sparks, author of Sales Strategy From The Inside Out: How Complex Selling Really Works and Chairman and Founder of The Sales Board, shares with us his insights and illustrative examples regarding:

  • the five decisions individuals go through before making the final decision to buy
  • what the consultative sales process is and how it benefits both the customer and salesperson
  • why questions are the best selling tool and how to develop the best sales questions
  • using the consultative sales process as a management practice

Additional Information

In addition to the invaluable selling skills insight Duane shares in Sales Strategy From The Inside Out and this special edition podcast, please visit his company’s Sales Training or Sales Management site. To discover why this selling skill is so effective at maximizing sales productivity, purchase Duane’s book: Sales Strategy From The Inside Out.

Complimenting Sales Strategy From The Inside Out, are Duane’s four other books on the consultative sales process including:


Read a Summary of the above Sales Books.

Final Request…

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About the Author

Duane Sparks, author of Sales Strategy From The Inside Out, is Chairman and Founder of The Sales Board, a Minneapolis-based strategic sales training company that has trained and certified more than 300,000 salespeople in more than 2,500 groups in the system and skills of Action Selling. He has written five sales books, personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process. Read Duane’s full biography and the history of Action Selling Sales Management Training.

Podcast: Play in new window | Download (Duration: 42:33 — 58.5MB)

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Tactical Execution Warning Flag 1 – Incomplete Staff Work

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StrategyDriven Tactical Execution Warning Flag"The job is not done until the paperwork is signed."

StrategyDriven Contributors

All too often, documentation of job performance is trivialized, viewed as an unimportant impediment to progress and is either not completed or not completed well. What goes unrecognized is the impact this documentation has on performance improvement, equipment reliability, and financial accounting; all of which affect a company's bottom line.

 
 
 
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Leadership Inspirations – Inspiring Leadership

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“Our chief want is someone who will inspire us to be what we know we could be.”

Ralph Waldo Emerson
American essayist, philosopher, and poet

True leadership is inspirational; motivating individuals to become far more than what they currently are. Leadership is not about coordinating activities, setting deadlines, and reporting status; those activities are the work of managers.

Leadership is visionary, creating a picture of a better alternative tomorrow and then inspiring others to passionately seek that vision with a level of commitment that is often unexplainable. There are instances of this type of leadership all around us, the leadership provided by the brave men and women who in our moment of greatest need do the unimaginable to keep us safe from fire, flood, and those who would do us harm. There are also leaders like Matt Harding, who inspired thousands of people from around the world to join together in the fellowship of the dance to make the video “Where the hell is Matt?”.

Where the Hell is Matt? (2008) from Matthew Harding on Vimeo.

“Management creates order where there would otherwise be chaos. Leadership inspires the achievement of greatness.”

StrategyDriven Contributors