Who Is Mr. Roche?
Mr. Charles Fiaccabrino is one of the most remarkable and impressive people I have crossed paths with. Over the past couple years, I had the distinct pleasure of working with him closely, as we (at Flevy)… Who Is Mr. Roche?
The Crisis in Corporate Strategy (Part 2): How to Make a Difference
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative… The Crisis in Corporate Strategy (Part 2): How to Make a Difference
The Crisis in Corporate Strategy (Part 1)
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative… The Crisis in Corporate Strategy (Part 1)
Is Your Turnover Abysmal?
In most sales organizations, there are 2 crippling truths—1) 80-90% of sales are generated by only 20% of the sales team and 2) turnover is abysmal. This brings us to an important question. Why is… Is Your Turnover Abysmal?
The Peter Principle in Reverse
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative… The Peter Principle in Reverse
Sales Strategy Implementation: Why Culture Matters
Note from the Editor: Charles Fiaccabrino is a seasoned executive with 50+ years of sales management experience. Charles began his career at Hoffmann La Roche on April 1st, 1969 as the first diagnostics sales representative… Sales Strategy Implementation: Why Culture Matters
Implementation: Turning Sales Theory into a Reality
Scores of manuscripts, books, periodicals, and assorted publications have been written about Sales and Sales Management–most of which are brilliantly conceived and well intentioned. The reader understands the basis of the information either theoretically, conceptually,… Implementation: Turning Sales Theory into a Reality
The Fiaccabrino Selection Process, a Flevy Exclusive Framework on Selecting the Best of the Best
Flevy recently collaborated with Charles Fiaccabrino to develop an exclusive business framework, the Fiaccabrino Selection Process. In most sales organizations, your top 20% sales performers generate 80% of the revenues. The question is, why are… The Fiaccabrino Selection Process, a Flevy Exclusive Framework on Selecting the Best of the Best