Pivotal Related Topics 
Understanding the Sales Force
OCTOBER 20, 2020
As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business. I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.
Understanding the Sales Force
NOVEMBER 7, 2022
Pivoting to sales, and staying with correlations and KPI's, could there be one between how sales managers spend their time and why so few salespeople hit quota? There was a clear correlation between 4 baseball KPI's and the outcome of the World Series.
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Understanding the Sales Force
AUGUST 8, 2022
Pivot to sales. If the car could speak, it would be saying, "Dave doesn't know what he can't see back there but he needs to see it right now. So I'm going to turn off the map display and instead, give him the two-camera intelligence he needs." It's crazy!
Understanding the Sales Force
MARCH 15, 2022
So let's pivot back to sales. The nicest coach Michael ever played for, the one who we, as parents liked the most, and the one Michael loved the most, didn't make the top 5. They loved each other but didn't win anything together and the coach didn't bring out the best in Michael. He was simply way too chill. There are two parts to this:
Understanding the Sales Force
OCTOBER 16, 2018
What would it look like if we were to pivot this data and look only at the group who have it as a weakness? Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%.
Understanding the Sales Force
JUNE 20, 2023
Let me explain and then I’ll pivot to selling. Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Today, I am continuing the music analogy, but this time, as it relates to motivational tools.
Understanding the Sales Force
OCTOBER 12, 2020
And stay with me for the pivot to the good stuff - my sales analysis. Oh no, another post on the political climate. Don't worry, I'm not taking sides, I'll be right down the middle, and very critical of both sides.
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