Managers and team members alike can often be observed drawing the convenient conclusion that some recent mishap was simply a communication problem.
This conclusion is convenient because, in practice, it’s an excuse to do nothing! After all, aren’t humans (being humans) prone to mis-communication?
Now, if you accept that an inability to communicate is a fundamental characteristic […]

As many of you know, I’ve been splitting my time between Australia and the US for the last six months or so.
I’ve been interested to see that, although I’ve cut my available capacity in Australia by almost half, our volume of Aussie sales has stayed exactly the same (in fact, in recent times it has […]

Imagine you were to awaken one morning suffering from a strange disorder: one that rendered your eyesight unreliable.
When you open your eyes, your bedroom appears roughly as it did the night before. Your bed is below the open window, and your dresser is still adjacent to the door.
However, a second look reveals that the curtains […]

Tell me, how’s your conversion rate?
Specifically, is your organisation converting the optimal percentage of sales opportunities into sales?
My bet is that you’ll find this question hard to answer … for two possible reasons:

You don’t know what your optimal conversion rate is.
You can’t bring yourself to be happy with a conversion rate any less than 100% […]

Applying the Theory of Constraints to the design, resourcing and management of the sales process
[Presented at: TOCICO Conference, Miami 2004]
Introduction
The traditional sales process is hard to manage and all but impossible to scale.
This paper introduces a radical new approach to sales process design, resourcing and management.
The result of this approach is a process where:

Salespeople consistently […]