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I created a controversy in my blog the other day by suggesting we Put Marketing On Commission! There were a lot of different things that arose in the various discussions the post provoked. One thing that struck me is how little people understand the construction of commission systems Read More

Let me confess, I'm a contol freak. It bothers me to think that being in control is an illusion. As sales people, business professionals, managers and leaders, we are always trying to control something. As sales people, we try to control the sales process---yet it's the customer that is in control Read More

As sales managers move into new roles or plan their year, there is a lot of pressure to set stretch goals. Reaching these goals requires resources. Read More

Performance management is a hot issue. Sales leaders and business managers constantly strive to get the highest levels of performance from their people and teams. We coach, provide tools and systems, create processes, measure and reward. All of these are important, but I think we tend to overlook a Read More

Why would you even pose that question Dave? Of course our sales strategy is aligned with our marketing strategy!" Then immediately following this statement, we start talking about the "silo's." Or we talk about lead quality, or it's something else. All the signs that sales and marketing may be Read More

I wonder why we never talk much about change and change management--except when it is happening to us.  When it happens to us, we usually are very Read More

Having a vision of where you are taking the sales organization is a part of leading. But getting there means using both your abilities and your position to overcome the obstacles to making your journey. Read More

What if we came up with metrics that were closely aligned with sales--perhaps shared with sales and put every marketing person on commission? Would that drive greater cooperation? Would it elinate the silo's? Market and sales are both accountable for generating revenue and growing the company. Alig Read More

Over the past few months, I have had the opportunity to talk and write a lot about value propositions.  I've seen a lot of approaches and thought it would be Read More

Often I get into conversations with very successful sales professionals or leaders. They have a track record of meeting their goals, consistently meeting quota. Justifiably, they're proud. But then, I pose the question, Are you achieving enough? Are you reaching your full potential? Often, the reac Read More