Applying Sales Process Engineering, Slaying Sacred Cows

Revenue Should Always Be the Responsibility of Operations, Never Sales

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 […]

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, […]