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Hunting New Prospects to Meet Your 2016 Revenue Goal? There Is a Better Way.

August 12, 2015
Many companies face this same question today. Their customers don’t spend much, on average, and they tend to come and go. So the scramble to find new customers never ends. It’s a costly cycle. Our hunter-gatherer ancestors knew this. That’s why they...

How To Create An Effective Pricing Strategy That Doesn’t Kill Your Profits

February 5, 2015
When it comes to boosting short-term sales, discounting works like magic. Reps love it; customers respond to it. Most of your deals depend on it. As CFO, you know how deeply discounting is embedded in your sales culture. Reps don’t want...

4 Metrics Connecting Financial Goals to Sales and Marketing Performance

January 31, 2015
Top-line revenue growth is key to generating shareholder returns. With access to data and an ROI mindset, CFOs can unlock sales and marketing value. However few CFOs have experience leading sales organizations. As a result, they often hesitate to inject...

Are Top Sales Reps Causing Customer Loss?

June 7, 2014
Losing customers is an expensive proposition. SAMA (Strategic Account Management Association) estimates it cost 6-7x more to acquire new than sell to existing customers. A too-high customer attrition rate can also scare the market. It can set up a reputation...

10-Point Inspection for Top Sales Performance

February 5, 2014
January is over. The first monthly commission statements will soon be in your sales reps’ hands. A strong leading indicatorfor a successful year is the impact of the reward system. The crystal ball is nowready for a look into the...

7 Signs Your Sales Rep Should Be Promoted

November 25, 2013
Making your number next year means promoting, keeping and terminating certain sales reps. Knowing who to promote is the first step. They can help you make the other decisions. But which person on your team has the best chance for...

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

July 18, 2013
In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted. To...

The Cost of Doing Nothing

June 20, 2013
If you do nothing else, you must get “The Do Nothing Guide”. It contains 20 categories for which to consider the impact of doing nothing. Read on to see how 2 companies fared when they chose to “do nothing”. Problem 1:...

How To Fix Your Sales Problems In The Right Order

February 10, 2013
I asked him questions. Lots of questions. Here is what he told me: New Logo Business Percentage was below last year’s in the same quarter Sales Force Win Rate was flat year over year 90% of their sales came from 5% of their...

How to Fix Your Broken Sales Forecast Before It’s Too Late

January 15, 2013
Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Let’s say the 2013 sales revenue target was set at an even $500 million. Your Q1 forecast calls for $120 millionand you come in at $108...
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