Sales organizations spend a lot of time and money trying to determine exactly what makes a top performer. They want to know this because they want to make sure that their sales team is full of them.One sales organization that I know surveyed their top performers to create a model for the rest of their sales force. The company that did this work monitored the type of work the top producers did, how often they did it, and lined those findings up against their sales results. Then, they used the model created by looking at their top performers to establish the behaviors and key performance indicators for the rest of their sales force.This project failed miserably. It didn’t result in improved behaviors or improved results. In fact, things got a little worse.Bad Questions, Bad AnswersWhen you ask a bad question, you often get a bad answer.One of the best things you can do when trying to produce better results is to ask the best possible question available to you. The organization that did this work asked the question, “What do the people who produce the most revenue do each day?” They also asked the question, “How do they do this work?”A better question would have been, “How are the people who are creating and winning the most opportunities spend their time, and how are they achieving these results?” This question would have yielded a very different set of findings.The best performers in this particular company had inherited the largest clients the company had acquired when the salespeople who won them had left the company. They were not creating new opportunities with new clients, they were simply taking orders from existing clients, and they were doing it well. Unfortunately, that wasn’t the sales organization’s problem.Activity and EffectivenessActivity and effectiveness are two very different things. You can be very active and produce poor results because you are not effective enough. You can be very effective and still not do well because you are not taking nearly enough action.The interesting thing to note about high performers is that they tend to also have higher levels of activity than their peers. In some cases, they may be far more effective than their peers, but more often than not, their stronger work ethic produces greater results because they take greater activity.You should never stop trying to improve your effectiveness. But if your results aren’t what you want them to be now, look first to activity. It’s likely you’ll more often find the answer there.
Abhinav BindraAbhinav Bindra on Tuesday bid adieu to Asian Games by clinching the individual bronze medal in men’s 10m air rifle event.Before winning the individual bronze, Bindra teamed up with Sanjeev Rajput and Ravi Kumar to finish third on the podium, helping India swell their medals tally to eight in the 17th edition of the mega-event.He finished third in 10m air rifle men’s finals behind China’s Haoran Yang and Yifei Cao to bag the bronze. Bindra aggregated 187.1 points while his Chinese opponents, 18-year-old Haoran won gold with 209.6 points and Yifei bagged silver with 208.9.Bindra had on Monday created a flutter by stating that Tuesday’s event would be his last in professional shooting.Bindra led the field till the first twelve shots before slipping to the fifth place and was saved from being ousted after a poor performance by Pourya Norouziyan of Iran and his scores of 10.5, 10.6 and 10.7.Earlier, the Beijing Olympic gold medallist fired India to the men’s team bronze in the 10m air rifle event while booking his berth in the eight-man finals with the fifth-best score in the qualifications.The Indian team that comprised of Bindra, Kumar and Rajput tallied 1863 to finish third behind gold medal winners – China 1886.4 and South Korea (silver) at 1867.6.Bindra tallied 625.4 points while Ravi Kumar contributed 618.9. Another veteran Rajput scored 618.7.Bindra was shooting brilliantly after a modest beginning but for his two poor shots of 9.1 on the 55th and 9.7 on the 60th, he could only finish 5th in the qualification as fourth-placed Korean Kim Sengdo fared only marginally better at 626.1.advertisementBindra’s sequences after each set of 10 shots were: 102.6, 105.3, 104.5, 104.1, 105.7 ? during which period he was looking at peak form but for the sudden misfiring on the 55th shot? and 103.2.This was the fifth medal fetched from the Ongnyeon range by the shooters in these Games, comprising one gold and four bronze, men’s pistol shooter Jitu Rai’s title win being the standout performance.The top three scores were notched up by Chinese shooters led by Cao Yifel (630.7), a new Games record.In the individual list, Ravi Kumar finished 20th and Rajput stood one rung below to be eliminated.Bindra, who was just outside the top eight after the first series, got into his groove later and after the fourth set of 10 shots, took a break to have a chat with rifle coach Stanislav Lapidus for a brief. He shot 10.9 on the 40th shot.He immediately came up with successive scores of 10.6, 10.7, 10.6 and 10.3 and was going great guns till a 9.1 spoilt his efforts.But he took a deep breath, got his thoughts together and shot 10.1 on the 56th before coming up with successive high scores of 10.9 and 10.8, which were followed by 10.5 and 9.7 on his last shot.
TagsTransfersAbout the authorPaul VegasShare the loveHave your say Solskjaer admits he’d like to stay with Man Utd long-termby Paul Vegas10 months agoSend to a friendShare the loveOle Gunnar Solskjaer admits he’d like to stay with Manchester United beyond the end of the season.The caretaker manager is on-loan from Molde until June.Asked about a permanent role in the Old Trafford dugout, Solskjaer told Sky Sports: “My job is for the next five months, because I’m going to leave them to someone else when they come in. “That’s the plan and that’s what my job is at the moment, it runs out at the end of May – actually the end of June but we don’t play many games in June. “So my job is to affect the players on what it is all about at Manchester United.“Of course, results and all that stuff too but I have to make sure I guide them and help them so in a year or two when I sit down and see these players perform again and keep winning trophies, I might feel a part of this.“You’re always ambitious of course, but as I’ve told Ed [Woodward] and the owners, I’m here to do as well as I can. “And if in May you decide someone else will be coming in then fantastic, and if you decide it’s me I’m sure we will agree.”
AC Milan midfielder Bakayoko: Chelsea must decide my futureby Carlos Volcano10 months agoSend to a friendShare the loveAC Milan midfielder Tiemoue Bakayoko doesn’t expect a decision about his future at Chelsea until June.Bakayoko has shone over last month for Milan after a difficult start to the season.After victory over SPAL, the midfielder said: “I do not think anything special has changed. I continued to train and work hard and when you do so things change. I’m happy because I’m playing well with the team. “The future? I’m happy here but it’s not my decision, it’s the club and Chelsea. At the end of the season we will talk to understand what to do.” TagsTransfersLoan MarketAbout the authorCarlos VolcanoShare the loveHave your say
About the authorAnsser SadiqShare the loveHave your say Burnley winger Gudmunsson ruled out of Leicester clashby Ansser Sadiq7 days agoSend to a friendShare the loveBurnley winger Johann Berg Gudmundsson is set to miss their clash against Leicester City.The Clarets will have to do without the Icelandic star as he was injured on international duty.Gudmundsson did not complete his country’s 1-0 defeat against France last week.The attacking midfielder has one goal in four Premier League appearances this season.Speaking at a press conference, Burnley boss Sean Dyche said: “Johann Gudmundsson won’t be figuring.”Unfortunately he got injured on international duty, a reasonably serious hamstring injury, so it certainly won’t be days, it will be more like weeks and I don’t know how many yet, but it’s serious enough to speak in that way.”
Kirk Herbstreit remains bullish on Ohio State’s football team heading into the season.The ESPN college football analyst did a Q&A with his followers on Twitter late Wednesday night.One person asked Herbstreit, who played quarterback for the Buckeyes, to highlight OSU’s strengths heading into the [email protected] What is going to be Ohio State strength this year. I know we are young but lots of talent. Go Bucks— Chris Lawson (@Law_Dog_osu) August 4, 2016His answer: quarterback play, athleticism and, most importantly, having a team that is “motivated” and “hungry.” Being incredibly athletic, QB is special, and most importantly back to having a team MOTIVATED and HUNGRY https://t.co/b58vCXnU9H— Kirk Herbstreit (@KirkHerbstreit) August 4, 2016Ohio State opens its fall camp on Sunday.The Buckeyes open their regular season on Sept. 3 against Bowling Green at Ohio Stadium in Columbus.
Welcome to the latest episode of Hot Takedown, our podcast where the hot sports takes of the week meet the numbers that prove them right or tear them down. On this week’s show (Feb. 16, 2016), we take a look at parity in men’s college basketball and the lack thereof on the women’s side, we wonder about the state of defense in the NBA All-Star Game and ask whether it’s always been this way, and we discuss whether the Los Angeles Angels should trade star player Mike Trout. Plus, a Significant Digit on Max Hooper, the Oakland University senior guard who shoots only threes.Stream the episode by clicking the play button, or subscribe using one of the podcast clients we’ve linked to above. Links to what we discussed are here:Ben Morris ranks every NBA All-Star.Neil Paine and Jonah Keri on how to build a great baseball team.Mike Trout wasn’t last season’s MVP, but he might be the G.O.A.T.Why baseball farm systems are important.Kate Fagan tells the Los Angeles Angels why they should trade Mike Trout if they get a haul in return.Significant Digit: 206. That’s the number of 3-point attempts by Oakland guard Max Hooper this year. He hasn’t tried a single 2-pointer.Max Hooper shooting bombs. More: Apple Podcasts | ESPN App | RSS Hot Takedown If you’re a fan of our podcasts, be sure to subscribe on Apple Podcasts and leave a rating/review. That helps spread the word to other listeners. And get in touch by email, on Twitter or in the comments. Tell us what you think, send us hot takes to discuss and tell us why we’re wrong.
Huddersfield manager David Wagner was left baffled by Cesc Fabregas’ refusal to shake his hand and commented that he seemed “angry”The Terriers earned a crucial point against Chelsea at Stamford Bridge on Wednesday night to ensure that they will remain in the Premier League for a second campaign.Despite Chelsea having dominated the possession, it was Laurent Depoitre who opened the scoring and gave the visitors a surprise lead.The FA Cup finalists were wasteful in front of goal, but luck came there way in the end when Mathias Jorgensen’s attempted clearance struck Marcos Alonso in the face before flying into the net.At the end of the game, an ecstatic Wanger celebrated with his players, but Fabregas was clearly upset with the final result and refused to shake the German’s hand.Jose Mourinho is sold on Lampard succeeding at Chelsea Tomás Pavel Ibarra Meda – September 14, 2019 Jose Mourinho wanted to give his two cents on Frank Lampard’s odds as the new Chelsea FC manager, he thinks he will succeed.There really…“He was angry, he was speaking Spanish, I didn’t hear him. He had a really good game,” said the confused Huddersfield boss, according to Metro.The Spanish midfielder attempted 145 passes during the league encounter but was unable to help his side with Chelsea now looking almost certain to miss out on Champions League football for next season.With London rivals Tottenham having secured their spot in the top four for a third successive season, Chelsea has to win their final day game against Newcastle at St James’ Park on Sunday and hope fourth-place Liverpool lose at home to Brighton.
Facebook0TwitterEmailPrintFriendly分享A 10-year-old boy from Florida dubbed the ‘Donut Boy’ swooped into the Kenai Peninsula to thank local area law enforcement earlier this week. Tyler Carach is on a mission called “I DONUT need a reason to thank a cop.” Tyler plans to deliver the sweet treat to every police officer in the country. He got the idea two summers ago, while at a local store, when he saw four officers and asked if he could use his allowance to buy them some doughnuts as a snack. They were so appreciative of the gesture, it gave him the idea for a mission: to thank every police officer in America. Tyler says he plans to be a police officer when he grows up: “I LOVE thanking them and they LOVE being thanked. I have a few more years to go before I can hold the line and until then, I will spend everyday being thankful for their commitment, dedication and sacrifices….and even after I am one of them.”