Traditionally, employees are taught that if they designed a tight system and measured everything that could be measured, they would have enough accountability. If everyone did everything they were supposed to do and did it well, they were assured of success. Well, now we know that doesn’t work. In fact, it’s a prescription for failure!
A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising faster than revenues. Ironically, when companies achieved high revenue growth, their costs of sales and marketing, as a percentage of sales, remained
Capability assessments are important tools for driving corporate success. Yet, businesses often do not recognize the importance of examining and fine-tuning their capabilities. The Boston Consulting Group explains the term “capability” as “an ingrained ability to do something well in a way that improves business performance.” At the core of a capability are behaviors— “the
Missed sales quotas are becoming the new norm Misses sales quotas are becoming the norm rather than the exception. An extensive digital transformation of the commercial world has left many B2B sellers floundering in the dust. Accustomed to the personalization, immediate fulfillment, and transparency of consumer experiences fueled by artificial intelligence, buyers have changed their
Importance of Managing by Metrics In his book “The End of Marketing as We Know It”, Sergio Zyman, then Chief Marketing Officer of Coca Cola, spells out his success in driving Coca Cola to the number one beverage company in the world by managing by metrics. At a time before cloud based services, Sergio tracked
Salespeople often complain about the amount of data they are given and ask when and how they are supposed to use this data. This article highlights the importance of Intelligent Sales Data. Overloading people with data can be just as useless as giving them none. Not only does it waste time, it also it focuses