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Research & Insights

The Human Factor 
An Article by Caroline Murphy, Acclivus President

“The mind is not a vessel that needs filling but wood that needs igniting.” – Plutarch, Greek historian

This is a wonderful time in the evolution of the human experience. Technological advancements continue to abound and astound. Seemingly everything we could ever want is at our fingertips. More and more, as humans come to depend on digital solutions and artificial intelligence, digital solutions and artificial intelligence become dependable. So, it is natural that when it comes to performance development, more and more companies are looking for e-learning options when weighing the pros and cons of sales training.

From One Brain to Another: What We’ve Learned About Learning
An Acclivus Research Report

If we want to teach the brain efficiently, we need to know how it works. Fortunately, we are learning much more about how the brain works through recent advances in neuroscience. And some training organizations are effectively incorporating key findings into their course designs and teaching techniques.

Acclivus has been studying neuroscience, looking for those discoveries that most concern learning and other areas of human performance. In the research report, From One Brain to Another: “What We’ve Learned About Learning,” we reveal insights that are most pertinent to learning professionals.

Developing Courage in the Workplace
An Acclivus Research Report

Acclivus R3 Solutions wanted to know what roles individual courage plays in the success of organizations and individual job performance. To find out, we partnered with Training Industry, Inc. to survey 212 organizations and more than 100,000 individuals to identify best practices for developing courage in the workplace.

“Developing Courage in the Workplace” establishes a connection between organizations rated as highly effective in displaying courageous behavior and organizations rated as highly effective in developing and reinforcing courageous behavior.

Service Skills: Key to Profitability
An Acclivus Research Report

Many leading companies are realizing that customer service and field technicians have become the primary means of maintaining communication with customers and clients. And service professionals are often in the best position to positively influence customer perceptions of the value of the business relationship. This means that the service professionals may have the greatest impact on customer loyalty and ongoing, profitable revenue.

S3 Alignment®

How Sales, Support, and Services Professionals Can Work Together to Increase Loyalty, Profit, and Revenue

Sales, support, and service (S3) professionals working together to create value with customers is one of the few remaining competitive advantages in today’s marketplace.

We call this advantage S3 Alignment.

The Coaching Connection

How High-Performing Managers Influence Behavior and Increase Revenue
Given the speed and chaos of our current business climate, leaders today face some difficult questions. What role should managers play in enabling and inspiring performance? Can coaching actually change behavior? Most important, can coaching measurably increase revenue?

Creating Value
Business-with-Business: A Decade of Insight

This research report is a compilation of Acclivus insights validated in our work with the world’s leading organizations in more than 80 countries.

Additionally, four distinct research efforts in the last decade confirmed and extended the thought leadership of Acclivus Founder and President Randall K. Murphy. Today, his insight into building relationships and creating value are helping hundreds of companies gain a measurable advantage – even as trends in globalization and electronic commerce alter the landscape of business.

Becoming a Creator of Circumstances

Becoming a Creator of Circumstances: Part 1
By Randall Murphy, Acclivus Founder

“He brought his A game”
“She must have been preparing for weeks!”
“He really stood out. He was so well prepared!”
“She’ll be tough to be beat – she comes prepared.”
“It was clear that they had done their homework.”

Think through what those statements say about an individual – how inspiring it is! And how attractive it is! And how much you’d like to play for a coach who is that well prepared, or be on a team with colleagues who are so prepared — or have a physician that’s so well prepared. Or a lawyer. Or anyone.

I was thinking recently about the whole idea of preparation, of having an objective, an aspiration for performing well, and then making the best of the day and the opportunity.

Consider this:

How you prepare affects how you see yourself, the value you can bring, and your chances for success. So if you’re well prepared, and see yourself as well prepared, maybe your attitude is one of conviction, and your behavior will be that of a champion. If on the other hand, you haven’t prepared, and know that, and you’re going to wing it, and that’s how you see yourself and your chances, you will probably lack conviction and not perform as a champion.

How we see ourselves creates a kind of self-fulfilling prophecy. If we see ourselves as less than our best, it is very unlikely that we’re on our way to the best day we’ve ever had. Not impossible. But unlikely. And even if you’re not a gambler, you’ve got to sometimes think in terms of probability. And that’s how preparation helps us: It gives us better odds. It puts us at an advantage. We bring the energy of a winner.

When you achieve your ultimate personal best, will it more likely be on a day you are prepared — or not prepared?

We can be the architect or creator of circumstances instead of the victim of circumstances.

We may be top-notch performers, but our top-notch performance is not in the theatrical arts. We are not actors. (Unless you are, and you’re preparing for auditions, in which case everything else applies. And you still need to prepare.)

To request any of the following white papers, please contact Acclivus.


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