Alejandro Céspedes wrote to me the other day with the following question: Hi Justin Just wanted to ask if you’ve designed a way of managing the sales budget of a company.  In other words, how to review if the salespeople are meeting the budget or not.  Most companies are affected by the end-of-the-month syndrome, and [...]

A slow economy does not have to mean fewer orders As the economy slows, it’s likely that your firm’s order flow will slow too. But, does it really need to? For you to answer this question in the affirmative, two conditions need to be in place: Your share-of-market needs to be considerable Your sales function [...]

Yesterday was a day of firsts for me. First time in Latin America.  First time presenting via a translator (it worked effortlessly).  And first time I’ve tipped more than $1,000 in a restaurant!  (1,000 pesos equals just $US0.50.) But there was one experience yesterday that I’m well and truly used to: the reaction of workshop [...]

Few suggestions inflame passions faster than the suggestion that performance pay be abolished. It’s our contention, nonetheless, that, in an ideal environment, commissions and bonuses are likely to be in conflict with the goal of the organisation. Of course, traditional sales processes are not ’ideal environments’ and, as such, the traditional sales process serves as [...]