August 14, 2017
The main focus for performance improvement is to improve sales effectiveness and efficiency. In essence, can you sell more higher margin things at a lower total cost?
July 04, 2017
The first functional area we will look at is marketing, which also happens to be one of the more difficult functions to assess. The reason marketing is tricky is because it is
January 23, 2017
Cost reduction is generally perceived as fairly negative whereas revenue improvement is almost always positive. But many improvement projects focus on cost, rather than revenue. Why is that?
January 20, 2017
When we look at organizations to assess opportunity, we focus on ten key profit drivers.
July 07, 2015
Over the years we’ve done a number of studies to try to help our clients find out what their customers think of them. These types of studies are often packaged under the
November 03, 2014
Growing sales volume with existing accounts is sometimes referred to as “increasing your share of wallet,” but it’s actually not a very good description — or even objective.
October 29, 2014
Pricing is the most powerful way to improve profit without the need for large-scale culture change. It is often said that a 1% improvement in price is worth a 10% improvement in productivity.
October 21, 2014
There are only two basic ways to increase your sales volumes: find more customers and/or sell more to existing customers. There is a little more complexity when you dig into the numbers…
October 15, 2014
How to improve sales performance is a challenge for most businesses. Companies try many things to improve the average selling skills of their organization. They try training programs, special incentives, head hunters, one-on-one coaching, and sophisticated CRM systems.
September 04, 2014
We’ve written frequently about the need to look at operating problems from three vantage points: the actual process of how things get done; the management system that is used to control the process; and actual management behaviors