PWC midyear report US M&A Activity
There were some interesting takeaways from last week’s PWC report on US M&A activity for the six months to June. I’ve summarized the key numbers, the operational actions and the strategic issues worth considering: Key Numbers 4587 transactions totaling...How to Increase Yields Not Prices
It’s a tough market to raise your prices. Customers are extremely cost conscious and market savvy. Why should they pay more? Instead you need to reframe the problem into a yield optimization problem. How do you maximize yield or profit from your existing...Scaling a Sales Team – Part 3 – Execution
In this final post on Scaling a Sales Team, I turn to execution tips. Driving your sales team to operate at maximum effectiveness is a one of the most difficult operational issues you will ever face as a leader. From start-ups to $50m private companies to the IBM and...How To Scale A Sales Team – Part 2 – Metrics
In this second post I thought it would be useful to share some benchmarks covering, On Target Earnings, call stats, and cookbooks depending on the sales model you choose. 1. On Target Earnings. I published a detailed blog on sales commission here but I’ve...Operational Excellence For Exits
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