There is nothing more exciting, or more dangerous, than a sales professional who can attack the game of selling with the strategic mind of a golfer. I am a lifer in sales who, somewhere along the way, fell in love with golf. These may seem like two unconnected occurrences in anyone’s life, but with time I realized that there are too many similarities between the game of golf and the game of sales to ignore.

Essentially, sales onboarding is defined by activities like inducting, training, upskilling, and providing resources to new hires to perform well as fast as possible. A key metric sales managers can use to assess sales rep performance as a result of onboarding is the new sales rep’s time to first sale. The other critical measures of the exercise are achieving ideal sales behaviors and being able to especially engage with smart customers successfully.

Customer satisfaction is at its lowest point in the past two decades. Companies must focus on 10 areas of the customer experience to improve satisfaction without sacrificing revenue. The authors base their findings on research at the ACSI — analyzing millions of customer data points — and research that we conducted for The Reign of the Customer: Customer-Centric Approaches to Improving Customer Satisfaction.

Are you procrastinating? I am. I have been delaying writing this article for the last few days even though I knew I had a deadline. I have scrolled through social media, and I have gone down a rabbit hole looking up houses on Rightmove—even though I do not need a new house. I have also re-watched the video “Inside the Mind of a Master Procrastinator” by Tim Urban, one of the best TED Talks I have seen. I found it especially comforting to learn that even pigeons procrastinate.

Growing up, my Indian immigrant parents instilled in me an incredibly strong work ethic. My father would always say, “Keep your head down, work hard, and you will be recognized.” Unfortunately, that advice has not always served me well in my career in corporate America. While I was working hard, I wasn’t managing up. I kept my head down working and working some more, busy trying to make an impact.

Most people have a never-ending mountain of work to get through and would likely feel immense relief if their workload were in some way lessened. Yet so many of us don’t actually ask for help, which is one way we can make our workload more manageable and feel less overwhelmed. After all, we are only human. We can’t do everything ourselves or be as successful as we aspire to be if we don’t ask for the support we need.

As we head into 2023, business leaders focus on driving digital and financial growth and with these strategies top of mind, leaders often overlook an essential piece of success: trust. With many conversations happening around the employee/employer dynamic, Visier surveyed 1,000 full-time U.S. employees and found that 90% surveyed say they trust their employers. Visier asked that 90% why they trust their employers.

There’s no better feeling than positive feedback for your business. When a customer leaves a great review or emails to tell you how much they love the product, it’s a great morale boost for the entire team–but does that happiness actually translate into more sales? Customer satisfaction is a great starting point, but it’s not enough to turn someone into an advocate for your business.

An occupational hazard of being a psychologist is that I watch people a lot. I’m also a vice provost at UT Austin and, as we reach the end of the fall semester, there are a lot of holiday parties that I attend at work. I’ve noticed that a lot of people who go to these parties find a few others they know and engage in conversations. But others seem to be great connectors: They engage with many of the people in attendance, generate conversations, and make them feel welcome.

You would be amazed at how many people go into a negotiation without any pre-planning regarding their strategy. These folks go in hoping they'll land the maximum price, and they'll jump in, and use their gut and intuition to reach their goal. I'm sure some people have had success approaching negotiations this way. Typically, the better-prepared party wins in a negotiation.

Most companies analyze financial performance by looking at geographic segments, product lines, or channels. These perspectives overlook the fact that aggregate revenues are dependent on individual customers, and that’s why analyzing the business by looking at its customers can provide managers with useful insights. This process, called a customer-base audit, can be a tool for businesses as they seek to answer five questions.

Mindfulness meditation practices can be an effective way to reduce stress and improve well-being in certain contexts. But as more and more employers offer some form of mindfulness training to their employees, it isn’t always clear whether these programs are actually paying off. To explore the impact of mindfulness in the workplace, the authors conducted a series of field studies in real-world work environments — and they found that while mindfulness can in fact be beneficial in some situations, it can be less effective (or even counterproductive) in others.

Communication makes the world go round. It facilitates human connections and allows us to learn, grow, and progress. It's not just about speaking or reading, but understanding what is being said -- and in some cases what is not being said. Communication is the most important skill any leader can possess.

As a psychiatrist and neuroscience researcher, I've spent 27 years studying the surprising connections between our mental health, physical health and brain health. I've also learned a lot from my personal journey. In my 20s, I was diagnosed with metabolic syndrome, a combination of disorders that increases the risk of cardiovascular disease and diabetes.

In many instances, your first impression is formed online. When people are researching you in a professional capacity, their go-to resource is LinkedIn. If you want to impress people with your authentic first impression, you need to make your LinkedIn profile congruent with who you are in the real world. That means aligning the bits-and-bytes you with the flesh-and-bones you.

What is at the heart of being a successful salesperson? The answer is simple: meeting the needs and wants of the other person at their level. The "how" is the important part. In many cases, salespeople get a bad rap. And the number one reason most people state for not liking salespeople is that they push their agenda without listening to, acknowledging or meeting the needs and wants of the consumer.

This is a real question and answer from Teaching Startup, where members (startup leaders) ask questions about building and growing their business, and the answers are published in a members-only newsletter so that all members can benefit.

Another sales kickoff season is upon us, and for the first time since 2019, these annual sales events are like kickoffs from pre-pandemic days. But not quite. The virus hasn’t gone away, sales teams are dispersed around the globe, and remote work is here to stay.

Can business leaders learn anything useful from a successful person's list of success tips? I certainly don't think that trying to apply such tips will enable a leader to achieve the same level of success. That's because a successful person has skills that society values. And you may simply lack that same level of talent. But it's possible that following some of their tips could make your life better

It used to be that technical proficiency was the main quality that was desired when it came to leadership. And while technical proficiency is important, it is now considered an entry level skill that is necessary to get your foot in the door. Besides, many jobs are now so complex that we need to rely on a team of competent people.