Performance Incentives – Risks of being counter productive
Daniel Pink gave a brilliant talk on TED about the mismatch between “what science knows and what business does”. A related post on his blog claims that “Money cant buy you performance”.
Posts in Category ‘Sales Activity Management’
Sales activity management – especially for solution oriented sales – has been a topic of interest and study for me. I have helped implement technology solutions for several solution oriented enterprises, and have a deep understanding of the issues and techniques involved.
Lead Qualification – Resolving the conflict between sales and marketing
Product designers learned years ago that they’d save time and money if they consulted with their colleagues in manufacturing rather than just throwing new designs over the wall. The two functions realized it wasn’t enough to just coexist—not when they … Read more →
Communication Problems are actually Process Design Problems
When working in teams, small slip-ups and sometimes big goof-ups are often justified by “communication problems”. Justin Roff-Marsh, proponent of his highly effective Sales Process Engineering methodology that incorporates the techniques from Theory of Constraints into the sales process – … Read more →
CRM does not improve sales performance
Dave Hurlbrink writes how conventional CRM or SFA applications are not designed to serve the needs of a sales person. The value proposition of a “360 degree view of your prospect/customer” is not what the sales person needs to improve … Read more →
B2B Marketing – a four-point transformation strategy
Laura Ramos – VP, Principal Analyst at Forrester Research focuses on effective lead management, lead nurturing, sales and marketing integration, the development of targeted messaging and winning value propositions, installed base marketing, and the use of digital media and the … Read more →
Challenges in scaling up sales
Are you facing these challenges in scaling up your sales process? High cost of sales, low margins Lack of clear product/offer differentiation Complexity in mapping customer requirements to product/offer Long sales cycle with unpredictable outcomes No consistent sales performance, difficult … Read more →
Expense Claims Workflow
Companies having a team that is distributed across multiple locations, with a centralized accounts department find it cumbersome to process expense claims by employees. This article suggests an expense claim workflow that is best suited for such distributed teams. Read more →
Sales performance tracking in solution-driven enterprises
Sales cycles of solution-driven enterprises tend to be longer and more complex than sales cycles of product-driven enterprises, because they involve more detailed needs analysis and solution design. In such cases, assigning and tracking sales performance, in terms of targets and incentives also becomes more complex. This article discusses this issue and suggests a strategy for assigning and tracking sales targets and incentives for solution-driven enterprises. Read more →
The sales bottle-neck in solution-driven enterprises
Solution-driven enterprises quickly recognize an opportunity in the form of a problem or pain-point in the market, and are able to design and deliver a solution. Every small company typically starts as a solution-driven enterprise. But as they grow, companies face a bottleneck in their ability to analyze needs and design solutions for a growing number of customers. Most companies then transform into product-driven enterprises, and lose their agility. This article enquires into this phenomenon, and discusses strategies that that solution-driven enterprises can use to grow without losing their agility. Read more →