The Law of 100’s organizational applications

FAST Company executives say their work with hundreds of companies indicates a balance of quantitative and qualitative measures works best. These measures can inform your own evaluation of organizational value.
Hard (Quantitative) Measures

Meeting ROI: not an oxymoron

Events and group trips have rebounded slightly, according to corporate travel insiders. But they have done so under intense scrutiny from within. Some managers have developed more accurate ROI measurements than others.

Sure you’re not a bad boss?

If you look at the iconic embodiment of being a bad boss — apoplectic outrages, taking credit for others’ accomplishments, ignoring others’ suggestions — and think you’re in solid standing because you are not guilty of any of those, you are letting yourself off too easy, say Jack Zenger and Josep

Clearing the clogged funnel

What’s wrong with your sales training program?

“Somehow, ‘successful’ sales training has become associated with a thick binder of material the salesperson lugs home from the clas

The best sales books you’ve never heard of

Did you think that hot new book that’s being hyped all over the Internet will reveal the secret to overcoming all of the selling cha

Confirmed Killers

“Hi, this is Bob Jones. We have an appointment tomorrow at 10 a.m. I was just wondering if you’d like to cancel?”

Research shows males may multitask better than their female counterparts

Here’s your counterintuitive research finding for the month: Thanks to better spatial-reasoning skills, men have an edge over women in multitasking, according to a new study.

Why a 5-year-old could whup your sales team

When a colleague brought her 5-year-old son, Tim, to a summer league softball game recently, sales coach Kelley Robertson (fearless-selling.ca) said just observing the energetic boy through the length of the game provided several insights on what most salespeople can do better.

Making more of follow-up voicemail messages

If a rep leaves a voicemail message for a new prospect first thing in the morning and gets voicemail again on a second attempt late

Preparation prevents sales pitch panic

Inevitably, fearful emotions bubble up and panicked salespeople propose overhauling your sales presentation. That’s OK, says Tom Searcy, CEO of Hunt Big Sales (huntingbigsales.com), a sales consultancy.

In targeting new business, less is more

Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets, says Mike Weinberg, president of

Targeting the right executive for the complex sale

For each sales opportunity, there is usually only a single executive who would be considered as the relevant executive for

Upgrading to brain 3.0

Just as the computers, smartphones and handhelds we use today rely on an operating system to function, people’s brains have an oper

When the boos must go all the way to the top

The boys of summer are almost ready to put away their bats and gloves.

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