Undoubtedly, two of the biggest trends changing the sales landscape at the moment are millennials and AI. I wrote a blog about millennials not too long ago. Much has been written about the negatives of the changing generational dynamic but I think it represents a huge opportunity. I recently was at an event put on […]
Millennials and AI Read More »
This blog is the last in a series which started with Avoiding Failure In Your Sales Acceleration Project and whilst past blogs focused on Incentive Compensation and Call Technology, this blog will focus specifically on CPQ (configure, price, quote) functionality. CPQ is by far one of the most, if not the most, complex sales acceleration technology
Sales Acceleration Technology: CPQ (Configure, Price, Quote) Read More »
Following on my blog about Avoiding Failure in Sales Acceleration projects I wanted to cover some examples of common sales accelerations technology. I wrote a blog about Incentive compensation a few weeks ago. This blog will talk specifically about call technology. Until a couple years ago I thought this was a nice to have, or perhaps something
Sales Acceleration Technology: Call Technology Read More »
My last blog was around avoiding failure in your sales acceleration project which built on the ideas from another blog around business readiness. This blog focuses on incentive compensation. This blog was inspired by a few failed projects I’ve either seen or learned about recently. The common thread to all was that different audiences were perceiving the value of
Sales Acceleration Technology: Incentive Compensation Read More »
Recently I wrote a blog around business readiness, which I feel is at the root of why most business change projects fail. Why? At the end of it, all change comes down to people and poor people management through a transition will almost always spell failure. This blog talks more about avoiding failure. There is
Sales Acceleration Technology: Avoiding Failure Read More »
This week is the second in a two part blog series. Last week I introduced Belinda Parmar and her Empathy Business. This week I wanted to share some reflections on empathy. To be successful, I feel it is very important to make time to be learning new skills (the Economist recently dedicated an entire issue to
Reflections on Empathy Read More »
Last week at London’s Calling I saw a fantastic speaker, Belinda Parmar OBE. Belinda is founder of Lady Geek and now has a new venture, the Empathy Business. Parmar has stated that her personal mission is “to end the stereotyping and patronising of women within the technology” and the “pink it & shrink it” approach
The Empathy Business Read More »
The primary objective of sales operations should always be to make the life of sales EASY. Sometimes sales operations can get so bogged down in data and process they can lose sight of this. It needs to be easy for sales reps (who should be out in the field) and it needs to be easy
Make Sales Easy – Tips to Maximise Productivity Read More »
Near the beginning of my career, whilst a consultant at Accenture, I worked as part of a business readiness team for a large multi-million $ project and I have never forgot the lessons I learned. What is business readiness, you ask? Business readiness can simply be described as the plan for how to manage change within an
Improve Business Readiness, Before its Too Late Read More »
Its January. Many businesses are scrambling to issue incentive compensation plans that will both motivate and challenge their sales organisations. As you look to motivate your sales reps, don’t forget what you are designing should INCENT them to sell more, not just reward them for past behaviour. Sometimes its easy to lose focus of that when
Putting the Incent in Incentive Compensation Read More »
Sales Operations is a crucial function for any sales organisation looking to grow, scale or perform more efficiently