04/14/09 07:40
Today’s post, Part V of a series on continuous sales process improvement, was written by Marci Reynolds. Marci is a Sales & Operations Vice President and one of the strongest operational leaders I have had the opportunity to work with. She is particularly strong in performance planning, performance management and employee development.
View some of Marci’s recent work at The Sales Operations Blog or catch her tweets at marcireynolds12
Read More...Tags: CRM, project management, Status Quo
04/03/09 07:06
Have you ever heard a sales manager refer to the 80/20 rule or the “thirds” rule when giving a performance assessment of their sales reps? The 80/20 is where 20% of the reps are going to deliver 80% of the sales. The “Thirds” rule is where 1/3 will exceed goal, 1/3 will meet it, and 1/3 will fail to meet it. This caused me to create the 100% rule. 100% of these sales organization have work to do.
Read More...Tags: Testing, Sales, Status Quo
03/31/09 07:56
”Make calls, not excuses” Jack Falvey
Makingthenumbers.com. This is the quote I got this morning in Jack’s daily sales update and it fits well in the context of continuous sales process improvement.
Read More...Tags: Testing, Innovation , sales, Status Quo
03/27/09 07:14
The concepts of continuous improvement through process management & control are not just manufacturing concepts. Read More...Tags: Testing, Innovation , Sales
03/23/09 08:19
Experience is a comb which nature gives us when we are bald. ~Belgian Proverb
Human beings, who are almost unique in having the ability to learn from the experience of others, are also remarkable for their apparent disinclination to do so. ~Douglas Adams
Read More...Tags: principles, Organizational Effectiveness
03/20/09 10:36
Market researchers need to be proactive in order to preserve the significant value that market research can bring to any organization. Alternatively, there is this image from Michael Bedard (www.mbedard.com)
Read More...Tags: market research, webcam
03/16/09 18:08
Dissatisfied with the results you’re getting? Stuck on a performance plateau? Finding yourself unprepared for the surges of your competitors? Take a lesson from the training programs of endurance athletes like runners, swimmers, and cyclists. Read More...Tags: Endurance, Speedwork, Intervals
03/15/09 19:49
Sometimes we can get stuck in doing things as we’ve always done them, seeing the world through the same eyes. This is a lesson from the “Master of the Mechanical World” -- He who’s good with a hammer, tends to think of everything as a nail. Read More...Tags: Testing, Innovation
03/14/09 19:41
T
his was a common expression back at the time of the dot bust and seems to have resurfaced as the down-economy really tests those out-of-date business models living off their inheritance. There are still some positive actions you can take to ‘stay high in the bowl’ while you work your way out. Read More...Tags: Hitting the wall, Bonking
