Debrief Your Process

The US Army trains its best fighting brigades by pitting them in war games against an elite unit called OPFOR. The brigades-in-training get every advantage: better intelligence, better technology, more manpower. Yet, OPFOR almost always wins. Why? Because OPFOR systematically employs a powerful learning tool: the After Action Review — or AAR.

It’s the same with sales. The best way to get better at your craft is to conduct consistent and thorough debriefs of your […]

Applicable far beyond traditional sales. Hurson and Dunne present a structure and then provide invaluable techniques to help you use problem-solving no matter what sales situation you encounter.
   --Mark Savan, President, Fortune Brands Windows & Doors