Olympics Speedskating Controversy Holds Insight for Sales Orgs: Three Key Lessons

Posted by Peter Manoogian on Mon, Feb 24, 2014

Now that the Sochi Winter Olympic games have come to an end, we know that the US team won 28 medals. However, it was the medals the US speed skating team didn't win that was the biggest story of the games.

Just two weeks ago, talk at the Olympic Village surrounded the scientifically advanced Mach 39 suits and how they would propel the team to a medal bonanza. Eight days and zero medals after the first race, the Americans dropped the Mach 39 suits, billed “the fastest in the world,” in favor of outfits worn in a prior competition.


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Most Overlooked Sales Growth Strategy: More Hands on Deck

Posted by Jason Brown on Thu, Jul 25, 2013

Discussing his firm’s recent sales turnaround, Highland Capital Management President Brad Ross credits an "aggressive hiring plan" that will result in 20 field-based wholesalers, 10 internals and four hybrids. Since the hiring started in late 2012, he notes, "the firm has increased sales every month this year."

A key component of Highland’s turnaround strategy hinged on one fundamental idea: adding salespeople adds sales. This may sound obvious, but it’s a point often overlooked by asset managers and insurers looking to drive growth.


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