An introduction to unit economics (and to a drunk and his car keys) This business is growing at a predictable 20% per year, but you can’t see that from the chart of top-line revenues below. You can’t see this growth if you look at a profit-and-loss report or a cashflow analysis either. Consequently, the board […]
Sales meetings, properly run, have a tremendous impact on sales performance. But most sales managers are reluctant to run them and, when they do, they run them in precisely the wrong fashion because of a fundamental misunderstanding of the concept of motivation. Why run a sales meeting? We should touch on why before we get […]
One of our clients just alerted us to an end-of-year campaign opportunity. It seems that, until the end of this year (2014), small business owners can deduct the entire cost of capital purchases, up to $500,000 in value. This is an increase on the standard $25k limit. And it’s only available until year’s end. If […]
I’m currently in the process of performing final edits to my book to ready it for publication. A big part of this process is modifying the manuscript to incorporate inside sales – which plays a much bigger role in SPE than it did when I started work on this book a few years ago. This […]
I’ll let you in on a secret. Here at Ballistix, we all love fixing customer service teams. It’s easy to do. The transition to an optimal environment is low-cost and relatively risk-free. And the pay-off is huge. The pay-off typically arrives in two tranches. First, you get an incremental increase in business as a consequence […]
When executives are first introduced to Sales Process Engineering, they naturally assume that this new approach to sales will be tough on salespeople. But, interestingly, it tends not to be. Salespeople adapt quickly. They enjoy working in an environment that’s custom-engineered to multiply their productivity. The individual who really suffers as a result of this […]
The Les Mills (East-coast, USA) story Erin Kelly and I get on pretty well. But when we first met, we argued about a bunch of stuff! We disagreed on commissions, of course. Erin wasn’t so sure it made sense to convert salespeople from piece-rate pay to salaries. Then there was the whole idea of centralizing […]
The Davcor story Marc Cohen is no fan of consultants. At the start of this interview, he discloses that he has a medical condition — one that results in him having a visceral aversion to consultants! Nonetheless, Marc is here to tell the story of his first 18 months, implementing SPE. He explains why he did […]
If you listen only to Kirk Nelson’s first few words in the interview below, you’ll be missing out on one hell of a treat! Kirk starts the interview by assuring me that ARCA has an accurate sales funnel and a good understanding of what’s going on in the business. That’s good, right? But, where’s the […]
