by Heather Parham | Nov 29, 2017 | Uncategorized
Imagine you have a valuable employee who has exceeded expectations for several years. She’s a single mom with a child who has healthcare challenges. The employee commutes to your office headquarters, spending a couple of hours in the car every day. Her child requires...
by Heather Parham | Jun 14, 2016 | Uncategorized
It’s June, and you’re midway through the year. You’re missing your number, and the ramp is getting steeper. Your job now is to understand why. Among many factors to consider are whether you have the right players on your sales team and if they are effective in their...
by Heather Parham | Jun 10, 2014 | Uncategorized
The specialist versus generalist debate is a decades-old argument with published research dating back to the 1970s. In the past, the prevailing trend leaned toward generalists, the logic being if one has a jack-of-all-trades sales team, they can speak to any buyer and...
