Horn

Publications - Articles

	Don't let your fear rule the workplace "It underlies how many of us behave on the job, author ART HORN writes. Here's howto face, embrace and erase it" Globe and Mail (Click here for pdf version)

	Sales Performance Management: Reverse-Engineering Sales Results Salesforce Development (pdf 244KB) "So what is sales performance management anyway? Broadly speaking, Kotter1 defines management as setting operational goals, coordinating and controlling resources, monitoring results and solving problems. This is contrasted with leadership, which is defined as setting global vision and strategy, and fostering excitement and commitment for those directional imperatives."

	The Key to Major Account Sales: Take Your Medicine "Metaphors. They hold real value in helping us understand the world. So…when it comes to the world of major account sales, it may be valuable to consider the metaphor of the family physician. But first, let’s back up a bit."


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If you'd like to find out more about HORN's Publications, please e-mail us at learn@horn.com or contact our Vice-President, Client Relations at 905.761.8000