Remove Meeting Remove Productivity Remove Sales Remove Turnaround
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The Perils of Internal Disruption (Part 2)

Markovitz Consulting

This week I’d like to address sales incentives and volume discounts. Sales incentives—for example, bonuses to meet monthly or quarterly revenue goals—cause salespeople to stuff the company’s distribution channels with inventory far in excess of consumer demand.

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How to Downsize Your Sales Force

Harvard Business

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend.

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The Key to Campbell Soup’s Turnaround? Civility.

Harvard Business

You can shorten meetings in an effort to value people’s time and write personal thank you notes for jobs well done. When Doug took over as CEO of Campbell Soup Company in 2001, the company had just lost half its market value, sales were declining, and the organization was reeling from a series of layoffs. Set Expectations.

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How Top Salespeople Land Hard-to-Get Meetings

Harvard Business

While I was researching my new book, How to Get a Meeting with Anyone , I asked the top 100 sales thought leaders in the world, “When you absolutely must reach someone who is very important but nearly impossible to reach, how do you do it?” The Seven Imperatives to Keeping Meetings on Track. Secure the meeting.

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How to Evaluate Your Marketing Leader’s Performance

Prudent Pedal

If you’re a managing partner, practice leader, sales leader, or chief administrative officer in a professional services firm, you probably have responsibility for “managing” marketing. How to Evaluate Your Marketing Leader’s Performance – Productivity School of Marketing. Why Partners Don’t Understand Marketing.

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7 Critical Success Factors for Project Based Firms to Consider in 2024

Progressus

Technology combined with data is a matter of life and death for professional services firms where the “product” is a combination of insights and expertise. Are project operations, sales, customer service, etc. How often do you release new products/services? directly integrated with core financials?

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When Is Teamwork Really Necessary?

Harvard Business

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. The participants rarely felt they were wasting their time.