Welcome to the Ballistix list: the forum for the discussion of our approach to the sales process and the Theory of Constraints (TOC). Justin Roff-Marsh ...
In recent times, we've developed a new approach to Account Management activities within the sales process. This approach -- while in use within a number of...
I'm always bemused by the exalted tone used by salespeople and management when discussing 'qualification'. The presumption seems to be that this activity...
Justine I have been involved in many sales processes including the "churn and burn" classification of sales managers. The most successful is developing...
John Morrison
jcam1@...
Jun 15, 2005 10:26 am
7
Justin, Working on an unfiltered list is a waste of time. If the list is filtered according to some criteria that proved to be working, then qualification is ...
I think this reasoning is sound enough when applied to the nominated opportunity universe (i.e. immediate product sales), however I'd like to see it exercised...
Mike Smith
MikeS@...
Jun 15, 2005 11:32 pm
9
Justin, In your materials you speak of efforts focused on conversion rather than focusing on throughput. In my class last week, I had a difficult time...
Hi Mark, IMHO, conversion affects throughput, but it's not the only thing that does. Throughput is also affected by raw volume of opportunity, e.g. Volume x...
Mike Smith
MikeS@...
Jun 15, 2005 11:45 pm
11
Mark and Mike A better analogy might be to compare one hen that tends lovingly to a single egg, versus another that lays 10 and provides them all with basic...
Nicos Working on an unfiltered list is *only* a waste of time if the salesperson is the constraint. If he is unconstrained, this time has no value. In many...
Why do some many companies work on outdated databases when you can buy uptodate listings. In Australia I use Incnet a division of China Dotcom. Target you...
John Morrison
jcam1@...
Jun 16, 2005 1:01 am
14
Hi John: It would have been even more interesting (and perhaps more '5 Star') if you had charged for the event. That's always an interesting option and it ups ...
I guess it depends on your type business. I have found that the qualification process is extremely important to ensure that we are not wasting both parties...
Peter Terrett
pterrett@...
Jun 16, 2005 1:23 am
16
But that's only the half of it! If you charge enough for a ticket to cover: 1. The fixed costs (room hire, etc) 2. The variable costs (promotion, coffee, etc) ...
Thanks Justin, that is exactly what I thought. But you did a better job of explaining! mark mark woeppel President & CEO | Pinnacle Strategies 972-491-1333 |...
A couple of list members have dispensed advice along the lines of 'develop relationships and listen, listen, listen'. While new-age management texts abound in...
Hi Justin If you have the time I'd love to hear your thoughts on incentive- based pay particular to our organisation. Of course we already know your stance,...
Ben Let me paraphrase some of your colleague's arguments for performance pay, and then try and uncover the assumptions behind each. * * * * ARGUEMENT The team...
Hi Justin Thanks for the great feedback. I'll discuss in-house and get back to you if we develop any counter-arguments. I agree that staff are driven by...
On the other hand... I find that incentives are helpful as a constant reminder of what to focus on (so long as the measurement is aligned to desirable ...
Mike Smith
MikeS@...
Jun 17, 2005 3:42 am
23
May I weigh in to this discussion with some thoughts based on having tried various incentives - financial reward for achievement but also establishing an...
Gerry Goldberg
gerry@...
Jun 17, 2005 8:35 am
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Ben Yep, skiing's fun. And taking a team of cool people skiing is a bunch of fun too! But there's no point in institutionalising this as a formal benefit...
Gerry Your comments are interesting but in the case of commission agents only this would not apply. I have been on commission only for a number of years if I...
John Morrison
jcam1@...
Jun 17, 2005 10:54 am
26
Mike Don't forget that you don't have to 'engineer' every role in your organisation. You only get incremental benefit from changes that you make at the ...
I have to concur with Gerry, that establishing an environment where sucess is valued for itself is vital. Regarding performance based pay, too often the...
John You're quite right. In the case of commissioned 'agents', Gerry's comments don't apply. The key word here is 'agents'. Performance pay is quite...
It seems that Hertzberg's defining work on performance has been forgotten - give those incentives that have a long lasting positive effect like responsibility...
Ben, you should remember that you work in an unique service industry. Having employed many designers and writers over the years, I've found that financial...
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