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, […]

Generating Opportunities, Slaying Sacred Cows

Inbound Marketing: Retards Growth and Turns Marketing Folks into Zombies

I’m getting tired of battling marketing departments over their irrational devotion to Inbound (and Content) Marketing. It seems that marketing folks can’t help but fall violently in love with these concepts, rendering them useless to the rest of the organization. Here’s my beef. I know, from personal experience, that the content marketing thing works, in […]

Measures and General Management, Slaying Sacred Cows, The Machine (book)

The Machine > Part 1 > Chapter 6: The end of commissions, bonuses and other artificial management stimulants

If it’s true that sacred cows make the best hamburgers, then we’re in for quite a feast! I’ve chosen to close Part One of this book with a frontal assault on the juiciest bovine of all: the unassailable belief that salespeople should be paid commissions. And while I’m at it, I’ll take aim at bonuses, […]

Applying Sales Process Engineering, Case Studies, Slaying Sacred Cows

Accounting firm abandons time-and-material billing and converts practice to factory: team morale and customer satisfaction up!

Case study: Bas Sol, Perth (Australia) If you are a professional-services firm – or if you track and bill time – I think you’ll find this video very interesting. It’s an interview I conducted just before Christmas with Rosie Davidson, the CEO of Bas Sol, a Perth (Australia) based accounting and bookkeeping firm. I must […]