08 May 2003
From automakers to soda marketers, companies are desperately searching for celebrities to endorse their products -- regardless of whether they're effective at building their brands. What value do these stars really add?
08 May 2003
If you want to feel good about your sales organization, grade your team against easy competition. But if you want to challenge your sales team to become world-class, then compare yourself to the very best. But to understand how good -- or bad -- your sales organization is, you must first know what data are crucial to make that evaluation. Here are the key criteria to use to use to discover if your sales force's performance is world-class.
08 May 2003
Pharmaceutical sales executives are under increasing pressure to maximize return on their companies' R&D dollars. Fully engaging physicians is key -- a goal that can only be met by top-notch salespeople. These four smart strategies will help you improve the quality of your sales force.
08 May 2003
When corporate leaders say, "Our people are our most valuable asset," they're usually expressing an emotion, not citing evidence. But at B&Q, Europe's largest home improvement retailer, the importance of people is a matter of quantifiable fact. B&Q has amassed statistically valid proof that engaged employees are key to greater productivity and customer engagement, and, by extension, higher profits.
08 May 2003
Last year, Gallup consultants talked to a GlaxoSmithKline team about talents and strengths, and things haven't been the same since. Here's how one manager used a strengths-based approach to help her team members maximize their talents.
