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… “The Machine > Part 2 > Chapter 11: Managing the sales function”
In a previous post, I poked fun at the practice of sales forecasting in major-account sales environments — referring to it as hocus-pocus with a dollar sign. The essence of my argument was that, in environments where transactions are small in frequency, but large in magnitude ($’s), the traditional approach to forecasting destroys information —… “An alternative to forecasting in major-account sales environments”
The emergence of cargo cults on some Pacific Islands after World War II is an amusing and oft-repeated story. The relatively primitive lifestyles of these islanders were interrupted by Japanese aircraft dropping large supplies of clothing, medicine, canned food and tents to support the Japanese war effort. Some of these supplies were shared with islanders,… “Sales forecasts: hocus-pocus with a dollar sign!”
