Measures and General Management

How to run a sales meeting

Sales meetings, properly run, have a tremendous impact on sales performance. But most sales managers are reluctant to run them and, when they do, they run them in precisely the wrong fashion because of a fundamental misunderstanding of the concept of motivation. Why run a sales meeting? We should touch on why before we get […]

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

The Machine > Part 2 > Chapter 11: Managing the sales function

When executives are first introduced to Sales Process Engineering, they naturally assume that this new approach to sales will be tough on salespeople. But, interestingly, it tends not to be.  Salespeople adapt quickly. They enjoy working in an environment that’s custom-engineered to multiply their productivity. The individual who really suffers as a result of this […]