Measures and General Management, Slaying Sacred Cows

Mistruths, salespeople’s personal relationships and crashing the schedule

Sales is not about personal relationships Salespeople (and other folks who should know better) accept it as a given that sales is all about personal relationships. The problem with this position is that: It’s not generally true. It’s a default assumption that informs the design of most sales environments. However, because it sounds reasonable enough, […]

Measures and General Management

You are probably making a lot more money than you realize!

A common problem our silent revolutionaries face is that they don’t know how to calculate if their new (or reengineered) sales functions are making them money. A worse problem is that they think they know but end up massively under-estimating their performance. Consider this scenario. It’s the end of your calendar year. This year, you started work building a […]

Applying Sales Process Engineering, Measures and General Management

A simple growth formula (for folks who’re tired of needless complexity)

You know, there are two types of people in the world. Those who tolerate complexity, in pursuit of simplicity. And those who revel in complexity, having long forgotten what it is that they’re actually pursuing. I write this a little exhausted, after spending countless hours debating technology, terminology, definitions and process with a parade of […]

Measures and General Management

The miracle of real-time feedback: an introduction to Nsyteful

Real-time feedback enables miraculous feats! Imagine standing on an overpass watching the traffic on a freeway below. It’s amazing more accidents don’t occur when you consider the number of cars being piloted, at high speed, in such close proximity to one another. Imagine the same scene again without real-time feedback. Imagine you could pull a […]

Case Studies, Measures and General Management

Celebrating SPE

I’ve noticed an interesting trend. I’m seeing organizations starting to celebrate the fact that they’re implementing SPE—inside the organization, and even outside! I’m thinking, maybe the popularity of The Machine is empowering executives to be a little bolder. Or maybe we’re just doing a better job of selling the end-state. Either way, it’s a nice trend. […]

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 […]