Jim Colonas
1
Sales ManagementSales Management
September 2, 2020

How quickly should a new salesperson ramp up?

When companies hire a new Business Development Manager (BDM), they are not sure how quickly they should begin contributing to…

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When companies hire a new Business Development Manager (BDM), they are not sure how quickly they should begin contributing to…
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Ralph Vossenberg
1
CEO considerations for "back to the office" transition
Company CultureCompany Culture
June 10, 2020

CEO considerations for the “back to the office”​ transition

Since Covid-restrictions are gradually lifted, CEOs have asked us how to deal with the “going back to the office” question. Apart from the logistical issues (1.5m distance, disinfecting, business continuity...
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Since Covid-restrictions are gradually lifted, CEOs have asked us how to deal with the “going back to the office” question.…
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Jim Colonas
1
RecruitmentRecruitment
May 21, 2020

Why can salespeople sell so much better before you hire them?

Most sales managers and CEOs will know what I mean when I say that it is a difficult prospect to hire a BDM who delivers on what they promised in...
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Most sales managers and CEOs will know what I mean when I say that it is a difficult prospect to…
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Ralph Vossenberg
2
RecruitmentRecruitment
April 28, 2020

Get your recruiting right, especially during difficult times!

When any disaster or crisis hits and companies focus on cutting costs or on their very survival, they often go straight to a job slasher or a recruiting freeze mentality....
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When any disaster or crisis hits and companies focus on cutting costs or on their very survival, they often go…
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Jim Colonas
1
Sales ManagementSales Management
April 21, 2020

Time to rethink the way your Sales team works!

There is no doubt that we as a nation and the entire business world for that matter, have experienced an unprecedented time. Prior to the pandemic, I know from our...
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There is no doubt that we as a nation and the entire business world for that matter, have experienced an…
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Ralph Vossenberg
1
FeatureFeature
March 18, 2020

Never change a winning process…?

In order to stay ahead of the game, I read quite a bit. Recently, I came across an interesting statistic - Six out of ten salespeople say that when they...
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In order to stay ahead of the game, I read quite a bit. Recently, I came across an interesting statistic…
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Jim Colonas
1
Get the basics right in your sales team | Blog by ECG
AssessmentsSales ManagementAssessments, Sales Management
September 3, 2019

Do you think you need a sales team training? Get the basics right first!

We are often approached by business leaders asking to help them with sales team training and coaching. Our question to them is ‘what problem are we trying to solve for...
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We are often approached by business leaders asking to help them with sales team training and coaching. Our question to…
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Jim Colonas
3
Jim Colonas explains how to transform sales performance | Blog by ECG
Sales ManagementSales StrategySales Management, Sales Strategy
August 7, 2019

ECG helping companies transform sales performance

A unique approach to transform sales performance has delivered high return on investment. A mid-size firm kept missing its sales targets. The sales team blamed product pricing, but management sensed...
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A unique approach to transform sales performance has delivered high return on investment. A mid-size firm kept missing its sales…
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Ralph Vossenberg
1
Getting your ROI for your tendered work | Blog by ECG
Case StudyCase Study
June 26, 2019

Are you getting your ROI for your tendered work? Really…?

Recently, we did a sales assessment to determine the ROI of a company that sells consultancy services to mining companies. A very interesting company with 120 consultants, spread over 3...
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Recently, we did a sales assessment to determine the ROI of a company that sells consultancy services to mining companies.…
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