Sales Commission – Key Questions
Before designing a new sales commission plan it is important to remember it’s not about the arithmetic, it’s all about the psychology. So what behavior do you want to achieve with your plan? Here are some questions to help: What % of the total on target...
Negotiation – My Best 20 Moves
Always clarify the up to date position. e.g. when buying a company, talking to the owner – perhaps you could update me on any changes good or bad since we last met. Try to establish the housekeeping of the meeting; prospective agenda, time allowed, anyone...
Acquisition Teams – A Few Questions Before You Start
Successful acquisitions start with Remarkable Preparation. Grooming the team and setting yourself up for success. Start with these questions. Are you clear on your specific market? Remember you get to define the sliver you want to rule! This will be crucial in...Keep It Simple
Last week in the WSJ there was a great op-ed piece on the Speech of the Year. It wasn’t delivered by President Bill Clinton or Tim Cook of Apple or insert your favorite orator. It was delivered by the Bank of England’s Andrew Haldane. His thesis in a...
Balance Sheets – Do You Know?
There’s always knowledge to be learned from a book and then there is the important stuff to be gleaned from running a business. A Balance Sheet is a snapshot in time, like a photograph. It is not a video. It cannot show motion. It can only show a static picture....
Will We Make It? – A Great Sales Tool
One of the best tools I’ve developed over the years is the “Will We Make It” table. It takes all of your sales teams’ pipeline deals using the weighted numbers from your sales process and pulls them together to compare them against Target and...The Surprising Value of Being #1
“Our culture celebrates superstars. We reward the product or the song or the organization or the employee that is number one. The rewards are heavily skewed , so much so that it’s typical for #1 to get ten times the benefit of #10, and a hundred times the benefit of...
Explaining Yourself – The Credibility Table
You could be presenting your new budget to your Venture Capitalists, justifying your plan to head office, explaining the jump in profits from last month to this month to your boss – insert your own reason for having to justify a movement in your business. Here...
Cookbooks – Selling is a Game of Numbers
Hitting your sales targets is all about giving yourself a platform for success. Giving yourself many roadmaps to success. Every sales professional should know their Cookbook – that is the number of suspects they need to have in their pipeline at the beginning of...Operational Excellence For Exits
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