I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I … [Read more...]
Author: David Brock
Sales People Do What You Measure And Compensate Them To Do!
Sometimes Revenue Is The Wrong Sales Metric Posted on May, 2013
Sales people are accountable for generating revenue-----Duuuuggghh! Ask a sales … [Read more...]
Conditions Of Employment Posted on May, 2013
A warning to my readers, I tend to be a little hard nosed every once in a … [Read more...]
We Misunderstand Lean---But It Is So Important! Posted on May, 2013
I was having a conversation about the "state of sales" with some colleagues … [Read more...]
Sales Role Agility Posted on May, 2013
It's human nature to categorize things and people. It enables us to build … [Read more...]
Who Cares About Big Data, Where Are The Big Questions? Posted on May, 2013
This morning, I'm sitting in a series of presentations extolling the value of … [Read more...]
Sales Operations, Serving Sales People---An Interview With Tony Walker Posted on May, 2013
Over the next several months, I'll be interviewing a number of Sales Operations … [Read more...]
DumbingThings Down Versus Radical Simplification Posted on May, 2013
I'm a great advocate of Radical Simplification. Our worlds are too complex, we … [Read more...]
Buying Is A High Risk Job! Posted on May, 2013
In my post, "Solving Our Problems," Tim Foster reminded me of something the … [Read more...]
Solving Our Problems Posted on May, 2013
I've been having trouble with a sales person. He's someone I've done business … [Read more...]
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