Good thoughts Justin. BTW, I received a distinction for my paper on princpal agent problems applied to my sales force. Its attached FYI. KR AA =|JRM:...
The behaviour of our people tends to be determined by how we measure them (or how they perceive we measure them). I believe almost all unfavourable behaviour...
Does it have to do with the fact that every system has a constraint, and that looking for maximum outcome in every part of the system will lead to sub...
As Santiago pointed out over the weekend, we cannot maximise our organisation's profits by maximising the output of each employee. This is because the output...
Justin Suppose the promotional coordinator's run chart describes a process out of control. What conclusions can we get out of this? Or what actions would...
Welcome back; Happy New Year and all that stuff! For this first post of the year, I might try and kill two birds with the one (rather weighty) stone. 1....
This thread is definitely of interest (to me anyway). Please discuss the logic behind this method and introduce more thinking tools. Kevin =|JRM: Good to hear...
kevin
kevin@...
Jan 25, 2006 3:45 am
173
I nominate DD' =|JRM: 'It is not possible for salespeople to be both autonomous and part of the team.'|= and then BD. =|JRM: 'Maximisation of conversion rates...
Ok to start I nominate the assumption between D and D' as questionable...Kevin =|JRM: 'It is not possible for salespeople to be both autonomous and part of the...
kevin
kevin@...
Jan 25, 2006 5:54 am
175
Hi Justin, Please proceed, I am curious to find out if your approach can be applied to any product and/or services selling situation. It is not the same to...
My thanks to the subscribers who pointed out that the file attached to the first post in this thread is not available to online readers. You can now find it in...
Justin I'm not sure where you are going with the discussion . it seems to have an inappropriate goal, and to be inwardly focused (on "our conversion rate",...
Hi Justin, Happy 2006 and all the stuff to you too. So you are presenting the cloud: D. Give salespeople autonomy B. Maximize conversion rates A. Maximize...
Okay So I provided the conflict resolution diagram (Evaporating Cloud), along with a bunch of assumptions. I'll recap these in plain text, as did Humberto: D....
Justin: You wrote: "Once we recognise that, in order to maximise revenues, we do not have to maximise conversion rates, the conflict disappears! The...
Hi Justin, Some ideas/comments: - In your cloud the wording of A was a bit misleading, and you already read my reservations on C. =|JRM: Yeah, in retrospect,...
A while back, a few subscribers expressed interest in hearing stories and results from the field. Well, we just finished a project with manufacturer of food...
Good stuff, Justin! Keep them coming! We're working with a company right now on just this process. Mark Mark Woeppel President & CEO | Pinnacle Strategies ...
I read with interest the article regarding "Internal Customers" in Adverb 18. THANK YOU! Internal clients don't buy. Internal clients don't provide you with ...
Hi Justin I was talking about your methodology recently, and I reserved a reservation, which I wanted to share with you. One person said: ok, so the sales...
arrgh! details! you want a report? Let's see if I can do it in a short email. First - it's the classic problem, the sales people are doing EVERYTHING. So -...
I hear you, Justin, but what can we schedule if we don't have a process? I don't understand why you make this assertion. What do we schedule? showing up?...
Justin Why one sales coordinator per two sales people? Why can't there be one for all? Isn´t this requirement too expensive? Bye! =|JRM: Sure, some of our...
Hi Justin, I am just seeking clarification on the role of the sales coordinator. When you talk about scheduling, is that simply filling out the diary, or is it...
Justin How does the pay in your model compare between the sales co-ordinator and the sales person? It seems to me that in many respects the co-ordinator has...
Nigel Wood
nigel.wood@...
Feb 14, 2006 10:38 am
191
Ok, but WHY? You say do scheduling FIRST. I say, discover the opportunities first in order to schedule them. Are we talking past one another? There must be...
ok! now I get it. The constraint is not the salesperson. It's in order fulfillment. mark mark woeppel President & CEO | Pinnacle Strategies =|JRM: Okay, so...
Thanks Justin - it makes a lot of sense. We'll modify our approach accordingly. What we've done is make the sales coordinator responsible for supporting sales...
I heard an amusing story the other day. I was talking to the Managing Director of a large manufacturing firm, with a force of 100+ salespeople. He told me...
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