Michael Nagorski @Mike_Nagorski
Transforming #Sales organizations | Driving #SalesPerformance | Retooling #SalesOperations | @UDelaware alum linkedin.com/in/mnagorski Newark, DE Joined June 2013-
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It's hard to pick my favorite insight from @ashleywhillans' @ChangeBcfg talk on time and happiness today. But it might have been this experimental result: that employees nudged to block time for planning and executing important, non-urgent tasks were 14% more efficient. #Wow!
Just heard of Brandolini's Law. And it explains, well, everything: "The amount of energy needed to refute bullshit is an order of magnitude bigger than to produce it." psychologytoday.com/us/blog/machia…
Will the Great Pandemic change people like the Great Depression did? The prediction I convey in this great @TheAtlantic piece from @jpinsk is that it will have some lasting effects, but probably not all the ones you think... theatlantic.com/family/archive…
Why Some Bosses Treat Employees Unfairly 1. Heavy workloads make managers too busy to be fair (even though they believe they should, it is a knowing-doing gap) 2. Companies expect, but do not reward, managers for being fair journals.aom.org/doi/10.5465/am…
Is your #sales force the first place to cut in lean times? Learn why #layoffs may cost you in the marketplace if not handled properly. Read this new JM study to learn why. bit.ly/2PwtlVw Nikolaos G. Panagopoulos, Ryan Mullins, and Panagiotis Avramidis
Are informed consumers making B2C salespeople irrelevant? Not if the salesperson can adapt to consumer informedness, according to this new article by Hochstein, Bolander, Goldsmith & Plouffe: ow.ly/kSTC30m7xpN @culverhouseua @FSUBiz @nmsu
#Sales evolution #infographic by @raconteur with #B2BSales research from @SiriusDecisions, @salesforce, @Accenture, and @RAINSelling.
#Sales #performance struggles? Consider a new program built around advice, and with a target audience of those needing a #motivation boost. #AccountPlanning, #ProposalWriting, and #Communication tips can help move the needle towards year end. ow.ly/2Frq30lUaCG
Want to get more out of your @CallidusCloud (@SAP) solution? These 5 #analytics can give your #salesoperations valuable insights. Overwhelmed? @canidium can help. We're #human, not #AI. ow.ly/s7rQ30lU6Uz
Below is a graphic from @sellingtools on the #Sales #Technology landscape. If you are measuring #SalesTool #adoption based on #compliance, we have to talk. We need logins to generate outcomes, but not simply logins.
Support #sales? I am sure a complimentary #benchmark might help you with #salesPerformance Management. canidium.com/spm-benchmarki…
.@WorldatWork Feature: Investing in #Salary structures is a critical, value add activity despite some downfalls. As #compensation becomes more #transparent, it is must-do activity. worldatwork.org/workspan/artic…
#Quota and #territory #planning? Are your #accounts classified correctly? We use terms like #key and #strategic because of #revenue size. What about the #relationship and competency development? The below framework outlines account strategies to use based on the classification.
This is a fabulous write-up on #Incentive #Pay programs by my friends at @payscale. As with any tips, it may not apply to your organization's #culture or is feasible given other #change dynamics. payscale.com/compensation-t…
I hope your #Salesprocess doesn't match this illustrative #buyingjourney maze. #Sales can disseminate information AND provide value.
There is a wide array of #sales tools (@sellingtools), and an even greater amount of #adoption failures. @CSOInsights has a few #tips to mitigate adoption failures. ow.ly/nwMJ30lPoGz
A new #competency for your #seller profile: Grit. It #pays. too: "gritty #salespeople have better #performance outcomes (i.e., total #revenue sold) than their less gritty counterparts." HT: @JPSSMofficial ow.ly/iYSl30lOmFC
Trembling about #AI? Here's a no non-sense read on the topic, busting myths along the way. ow.ly/3BX930lMpyw
Involved in #salesOperations? This #infographic from @CSOInsights depicts existing challenges and #growth opportunities. Workshop after workshop solidifies my view that best practices can be applied after understanding the current #sales system. Assess then create the vision.
If you always put your top performers on the hardest projects, they’re more likely to burn out s.hbr.org/2Aqyrvm
Smaset @Smaset314729
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514 Followers 347 Following President and CEO, eePulse, Inc. and Professor of BusinessWe’re hiring a Research Project Manager to work with @katy_milkman & @angeladuckw on large-scale studies to promote behavior change. Learn more and apply here: bit.ly/3j8dEze
.@NeilLewisJr spoke at today's @ChangeBcfg seminar on WEIRD samples & I was so engrossed I didn't screenshot. Key Takeaways: 1) Guesses on how URMs' opinions will differ from others' -> often wrong 2) Even if pricier, there's a moral imperative to collect more representative data
Tomorrow at noon, @angeladuckw and I will be hosting @NeilLewisJr as our @ChangeBcfg seminar speaker. The title of his talk will be: "Whose Minds Matter? Sampling, Measurement, Inference and Application Considerations as we Diversify the Behavioral Sciences." Don't miss this one!
Q: Why are so many election ads asking you to make a voting plan? A: Asking people when they'll vote, where they'll vote & how they'll get there is a great way to encourage turnout (the same formula works for nudging flu shots, too) Read the #research: bit.ly/3osSM8l
"We can change our behavior when we're more aware that our behavior is being influenced by stereotypes." @katy_milkman interviews @ProfAkinola: scientificamerican.com/article/stereo…
almost everything - Maslow is bullocks but every marketing guru in the world wants to believe it. Cuz it's simple. And there is a shape.
What Maslow’s Hierarchy Won’t Tell You About #Motivation. @HarvardBiz buff.ly/1Mix3Wd
It's hard to pick my favorite insight from @ashleywhillans' @ChangeBcfg talk on time and happiness today. But it might have been this experimental result: that employees nudged to block time for planning and executing important, non-urgent tasks were 14% more efficient. #Wow!
Currently watching @Wharton PhD students interview @AlexOImas. When asked what psychologists bring to collaborations w economist, he replied “actually understanding human behavior” 😂😂🔥🔥
1/2 A field experiment we ran to help @Google employees form exercise habits is out! Surprisingly, rewarding people to exercise on a consistent schedule produced less lasting habits than paying them for flexible exercise. Flexibility bred resilient habits pubsonline.informs.org/doi/abs/10.128…
The pandemic made it clear: people, organizations, and nations are better off when they are led by smart, rational, curious, honest, humble, and altruistic leaders. This does not mean that in good times we should pick leaders with the opposite profile, even if we often do.
New results from an experiment w/ newlyweds/engaged couples just shared by @EliJFinkel & @JennyGin18 at our @ChangeBcfg seminar. Couples randomly assigned to merge bank accounts don't see the decline in relationship quality faced by couples w/ separate accounts in next 24 months.
my entire consulting career in one blog post... rethinking life choices. But also why designing incentives shouldn't be a hobby. Big problems arise when you don't really know what you're doing,
Blogged: Incentive issues - on what is arguably the simplest instrument to change people's behaviour, and at the same time the hardest to get right: buff.ly/3j2siah
I can't believe it's Sept, but I'm excited b/c that means the start of our amazing new open @Wharton @Penn @ChangeBcfg seminar series on the #science of behavior change. It'll be great fun to co-host so many of my research heroes w/ @angeladuckw. Register: bit.ly/2EnAiDl
Nicely put @AdamMGrant Would also add: Ambition is the ability to remain dissatisfied with your accomplishments. Entitlement = high aspirations coupled with low work ethic.
Ambition is when our aspirations exceed our achievements. Narcissism is when our ego exceeds our achievements. Ambition fuels grit and growth: aim higher, work harder, get better. Narcissism breeds entitlement: people invest more energy in claiming success than earning it.
me: so nobody has been into the office in six months? recruiter: correct me: and the plan is to not change that for at least a year? recruiter: indeed me: but you're not hiring remotely? recruiter: correct, local only me: have a great day then
Will the Great Pandemic change people like the Great Depression did? The prediction I convey in this great @TheAtlantic piece from @jpinsk is that it will have some lasting effects, but probably not all the ones you think... theatlantic.com/family/archive…
I love decision making (and the weird things we all do while we’re at it). Here are some of my favourite hacks to get decisions made faster and better! What are yours? Thread (1/x)
We need this at conferences (IRL/Virtual) going forward - and live webinars.
New innovation from Major League Baseball will allow fans to cheer or boo in their app, ballpark staff can then match that up with the volume in the stadium.