This article was first published on Thomasnet.com. You can read the original here. If you make revenue the responsibility of your sales department, you will handicap the growth of your organization. If you want your organization to grow, operations should be responsible for revenue and your sales department should focus exclusively on new business. Before […]
You know, there are two types of people in the world. Those who tolerate complexity, in pursuit of simplicity. And those who revel in complexity, having long forgotten what it is that they’re actually pursuing. I write this a little exhausted, after spending countless hours debating technology, terminology, definitions and process with a parade of […]
So, The Machine (my new book) has an easter egg in it. At the end of Chapter 1, there’s a link you can use to subscribe (free) to a short course called, Beyond The Machine. Since the release of the book, the BTM short course has been getting rave reviews. And, better than rave reviews, […]
Orbitform is one of the silent revolutionaries profiled in The Machine. If you turn to page 101, you’ll find the story of Madison—an organization that found it necessary to create their own hybrid SPE model. Officially, Madison’s story is an amalgam of three organizations’ experiences but, unofficially—between just you and me, dear reader—Madison is 95% Orbitform! […]
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 […]
