In recent years, we are seeing an ever-concerning erosion of objective truth largely at the hands of certain public figures who have taken political spin to a new and very dark place.

One of the things that really annoys me is when pundits characterize these fast-talking characters who spew out words a hundred miles a minute, by calling them “great” or “successful” businesspeople. These descriptions often follow video of the subject glazing over facts and casually dismissing objective questions or counter arguments. They just barrel ahead full speed, spitting out rhetoric with such conviction, that the casual observer is at best, easily persuaded—or at the very least, very confused by what they’re observing.

The greatness of a coach, whether sports or in business, is that they can take you farther than you can otherwise take yourself.

 

In the aftermath of the 2008 recession, many sales forces were right-sized in an effort to cut costs. As a result, many of the newer sales reps were phased out or their positions shifted to other channels such as inside sales. The primary group still standing are the advanced sellers, salespeople with several years of experience through the recession years while in the same position or industry.

With the emergence of smartphones and internet technologies, science is playing a role in enabling salespeople to engage in deliberate practice training without sacrificing large amounts of field selling time.

Whether it’s an elite athlete or a Porsche 911, performance is all about doing what it takes to produce a desired result. To best understand performance, we need to look at the entire performance spectrum…