Why Proximity Bias Keeps Leaders from Excelling in the Era of Hybrid and Remote Work
Why Proximity Bias Keeps Leaders from Excelling in the Era of Hybrid and Remote Work

A January 2022 Slack survey of more than 10,000 knowledge workers and their leaders shows that the top concern for executives about hybrid and remote work is proximity bias.

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Best Practice, Hybrid Sales, OrganizationHenning SchwinumVendux LLCtechnology, remote, hybrid, covid19, knowledge worker, post-pandemic
The Interview
The Interview

What needs to be different when you interview a candidate for a fractional executive role, like a Fractional VP of Sales or Fractional CRO? They are hired for a specific task, period of time, or interim role. Interview for the skills required to complete those shorter-term goals; everything else is gravy.

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Best Practice, Interim and Fractional, Organization, Motivation, TeamHenning SchwinumVendux LLCinterview, contractor, culture fit
When To Bring Sales Leadership Into Your Startup
When To Bring Sales Leadership Into Your Startup

Frequently, when speaking with startup founders, I hear the comment, “we are not ready for a sales leader.” The reasoning provided includes lack of funds (“we need to generate some revenue first”), a sequence in hiring (“we are busy hiring AEs and SDRs”), or delays in product development (“the product is not ready for primetime”).

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Interim and Fractional, Leadership, Sales, OrganizationHenning SchwinumVendux LLCtiming, funding, opportunity cost
The 10 Types of Innovation
The 10 Types of Innovation

Personally, I was part of a team that, following a series of acquisitions, was looking for the innovation potential in the newly formed business. And we found it predominantly in Process and Structure.

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Organization, Tools and ListsHenning SchwinumVendux LLCinnovation, 10types, performance, offering, configuration, experience, process\, structure
How to Motivate Your Sales Team in a Remote World
How to Motivate Your Sales Team in a Remote World

The first step in ensuring that your remote sales team is motivated is setting up a solid communication structure. Staying connected to the sales team is beneficial to both management and sales reps.

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Hybrid Sales, Organization, LeadershipKen HallVendux LLCremote, wfh, working from home, hybrid
How To Become a Glass-Half-Full Person?
How To Become a Glass-Half-Full Person?

Some people just thrive on bad news: They are the first to share it, and that is all they talk about. It is hard to dig yourself out of a dark, negative hole. Surround yourself with friends or mentors that are optimists. It is almost inevitable that you will turn into a “glass-half-full” person.

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Tools and Lists, Skills, Motivation, Best PracticeHenning SchwinumVendux LLCpositive, positiveness, glass-half-full
Best Practices in Sales Process Management
Best Practices in Sales Process Management

There is an (almost) unlimited number of authors and content on this subject. And for a good reason: Perfecting your sales process and perfecting the management and repeatability of that process leads to more deals and more revenue for your business.

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Best Practice, Sales, Team, Tools and ListsHenning SchwinumVendux LLCprocess, sales process, build, coach, drive, exceed
3 Tensions Leaders Need to Manage in the Hybrid Workplace
3 Tensions Leaders Need to Manage in the Hybrid Workplace

Rather than trying to get it “right,” leaders need to manage three tensions: allowing employees to work when and where they want vs. expecting constant availability, employees feeling isolated vs. invaded when working remotely, and which practices are possible in a hybrid environment vs. which are rewarded.

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Hybrid Sales, Organization, LeadershipKen HallVendux LLCremote, wfh, working from home, hybrid, permanant, inclusion