Why It is Important to have a Dedicated Sales Ops Effectiveness Department When Xerox first established...read more
The cost of selling has increased significantly over the decade. Firms are trying to use many...read more
“Strategy” has become a buzzword that consumes big portion of our daily sales conversation...read more
Even, it became among the discipline that makes up the field of management, up to a point where they forget...read more
What major factors could affect its trend and variation? Dr. Spencer Johnson in his book Peaks and Valleys described it very nicely “it is natural for everyone everywhere to have peaks and valleys at work and in life. A plateau can be a place of rest;but if you stay there, you can become bored, and […]
A scientific way to go the extra step in assessing our sales performance. It’s December, a month when sales managers rush into motivating, helping, and pushing their sales team to achieve their targets, with an eye towards the end of year bonus. I’m not saying this is wrong, this is what sales managers must do […]
What advantages does it have on the macro and micro level? Jack Welch, GE CEO [1981-2006], in his book “WINNING”, structured and assessed employees as, 20% are top performers, 70% are the middle, and 10% are the bottom ones. Then he insisted on the “act” part asking managers to act according to this categorization. […]
What are the root causes behind the difficulty in allocating good sales people and what capabilities organizations are left with? Seven years ago, with few humble years of experience in my pocket, I was suited and booted, sitting among thirty or forty other refined and well carried sales candidates with my heart beating fast. It […]