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 […]