Salvael Ortega

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Life is Luck — Here’s How to Plan a Career Around It

Daniel Kahneman has claimed the following as his favorite equation:<p><i>Success = talent + luck</i><p><i>Great success = a little more talent + a lot of luck</i><p>Kahneman’s implication is that the difference between moderate and great success is mostly luck, not skill. Chance plays a much greater role in our careers …

How Virtual Teams Can Create Human Connections Despite Distance

In a recent Unify survey of knowledge workers, 79% of respondents reported working always or frequently in virtual teams, but only 44% found virtual communication as productive as face-to-face communication. The vast majority connected via email, phone, or conference calls even though 72% said …

The Best “Management Lessons” Story You’ll Ever Read

A Roll of the Polyhedral Dice<p>Everything I Need to Know About Management I Learned from Playing Dungeons and Dragons<p>Quartz<p>Such as: Often, the best candidate for a given job isn’t the person who’s most skilled at fulfilling its primary requirement, but instead is a more well-rounded individual, a …

Why Sales Organizations Fail

What prevents a sales organization from achieving success? After studying hundreds of sales organizations, I have found the answer to this question is directly related to the challenges associated with their development stage.<p>Every sales organization can be classified based upon whether it is in a …

Dismantling the Sales Machine

Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics—all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, …