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 […]

Applying Sales Process Engineering, Measures and General Management, The Machine (book)

The Machine > Part 2 > Chapter 10: Technology (why CRM sucks!)

Most managers are excited by technology. Technology enables us to get more done, faster. And technology is practical. Concrete. It’s not about ideas; it’s about execution. This is certainly true in sales environments. It’s almost impossible to propose any initiative without prompting the question: is there software for that? In sales environments, the answer to […]

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

The evil of time-and-material billing

Okay, perhaps evil is a bit of an exaggeration, but whenever I encounter an environment where time is tracked and billed, I see tremendous inefficiencies and value-destruction. Let’s consider why. Imagine you have something to sell – a widget, say. Tell me, for how much should you sell it? The answer to that question is […]