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 […]

Applying Sales Process Engineering, Slaying Sacred Cows

Revenue Should Always Be the Responsibility of Operations, Never Sales

This article was first published on 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, The Machine (book)

The Machine > Part 1 > Chapter 6: The end of commissions, bonuses and other artificial management stimulants

If it’s true that sacred cows make the best hamburgers, then we’re in for quite a feast! I’ve chosen to close Part One of this book with a frontal assault on the juiciest bovine of all: the unassailable belief that salespeople should be paid commissions. And while I’m at it, I’ll take aim at bonuses, […]

Measures and General Management

On pushing string uphill

From time to time, I come across managers who battle valiantly and unflinchingly to accomplish what appears to be downright impossible. To their credit, these noble individuals manage to notch up occasional successes! I even see entire businesses that owe their existence to the belief that, with enough passion, determination and brute force, miracles can […]

Measures and General Management, Slaying Sacred Cows

Why resellers don’t sell, and why you should be glad they don’t!

“If only we could get distribution … we’d have it made.” I hear this anxious declaration regularly. Particularly from manufacturers and software vendors. I’ve even heard it from a number of musicians! Manufacturers want representation from agents or retailers. Software vendors want to establish relationships with resellers. And musicians want representation from a record label. […]

Case Studies, Generating Opportunities, Measures and General Management

How Harry Edgecliffe’s success killed his thriving pet food business … and how you can avoid his strategic marketing blunders.

Following is the sad story of the entrepreneurial Harry Edgecliffe and his ruthless competitor Spot Pet Foods. Although neither Harry nor Spot exists, their tale provides a number of invaluable lessons for all marketers. Harry Edgecliffe is not a happy man! In recent months, the business he toiled for so many years to build has […]