Applying Sales Process Engineering, Measures and General Management, Slaying Sacred Cows

A breakthrough (?) approach to the management of dealers (and other reseller relationships)

When we work with those manufacturers that sell via resellers of various types, we often encounter an instance of the Drunkard’s Search problem within the sales department. This article describes the problem, as well as a solution we devised around 15 years ago—but abandoned because we believed it was too complex to be practical. Our […]

Measures and General Management, Slaying Sacred Cows

The secret life of revenue within industrial organizations (and why salespeople don’t generate it)

I’m not joking. The following is precisely how most executives within industrial organizations conceptualize revenue. Q. Where does revenue come from? A. From salespeople. Q. How do salespeople generate revenue? A. Um. From relationships. This conception of revenue is not even vaguely correct. And, unfortunately, this fundamental misunderstanding of the nature of revenue leads to […]

Measures and General Management, Slaying Sacred Cows

Mistruths, salespeople’s personal relationships and crashing the schedule

Sales is not about personal relationships Salespeople (and other folks who should know better) accept it as a given that sales is all about personal relationships. The problem with this position is that: It’s not generally true. It’s a default assumption that informs the design of most sales environments. However, because it sounds reasonable enough, […]

Measures and General Management

You are probably making a lot more money than you realize!

A common problem our silent revolutionaries face is that they don’t know how to calculate if their new (or reengineered) sales functions are making them money. A worse problem is that they think they know but end up massively under-estimating their performance. Consider this scenario. It’s the end of your calendar year. This year, you started work building a […]

Applying Sales Process Engineering, Measures and General Management

A simple growth formula (for folks who’re tired of needless complexity)

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 […]

Measures and General Management

The miracle of real-time feedback: an introduction to Nsyteful

Real-time feedback enables miraculous feats! Imagine standing on an overpass watching the traffic on a freeway below. It’s amazing more accidents don’t occur when you consider the number of cars being piloted, at high speed, in such close proximity to one another. Imagine the same scene again without real-time feedback. Imagine you could pull a […]