On several occasions, the sales deal turns bad due to the incorrect approach of the salesforce. Instead of focusing solely on making a deal, the salespersons should also focus on providing the ‘right’ solution to the client through the deal. This way, the credential of the salesforce is strengthened before...
An important question which arises is how do to protect cash positions while balancing the seemingly contradictory problem of keeping cost of sales under control and your sales force intact while revenues decrease? Compensating sales efforts appropriately is one solution for protecting margins, profit and cash. Solving this issue...
Spend a day inside most business-to-business organizations and you'll come to the conclusion that Sales is from Venus and Marketing is from Mars. They just don't seem to get along. This situation is widespread and extremely detrimental to the profitability of organizations both large and small. Serious money is being...
It is quite easy to attract the best talent for companies. However, it is difficult to retain the existing employees. Most companies do not bother to retain employees because they consider it quite expensive process. Experts, however, suggest that companies must resort to creative ideas, which help in employee retention....
There is an inclination for corporate orientations, generally delivered by an organization's Human Resources department, to focus on completing required paperwork and distributing benefits information. While certainly important, meetings of this nature tend to be boring and demotivating. Employers, instead, should seize this opportunity to celebrate the arrival of their...
Something remarkable happened on the way to the Chicago Mercantile Exchange's acquisition of the Chicago Board of Trade. CBOT shareholders, the people who own the company, actually took control of the sale process. They forced managers to get a better price than those managers...
Articles 2007-07-16
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