When things are going wrong in a business, it’s the tendency of many managers and owners to blame employees. But, says Steve Hollingsworth, principal consultant at Ottimizzi, you should focus on the processes and needed changes there, not the people stuck working in those processes. This is especially true in sales and marketing – […]
Michael Webb responds to reader’s questions on why sales organizations are so hard to improve. The article illustrates systems thinking in six situations.
By Michael J. Webb, Sales Performance Consultants, Inc. Originally published in Marketing Times Spring 2005 (pdf of this article) Process improvement has revolutionized manufacturing over the past two decades, but is only now coming to sales and marketing. Yet it is coming, and it s something every marketing and sales executive should know about and […]
A sales trainer attempts to do the right thing for his company, but ends up on the wrong side of the question. How to evaluate training effectiveness.
A sales VP alone cannot get his company to realize that selling is everyone’s problem, not just his or hers.