When we work with those manufacturers that sell via resellers of various types, we often encounter an instance of the Drunkard’s Search problem within the sales department.

Open Letter to @jason Hey, Jason If you want a smart, relevant and controversial guest, perhaps you should consider Justin Roff-Marsh? As you can see from Justin’s recent posts (right), he has a …

As well as presenting the theoretical basis for the new approach, this paper provides detailed insights into the practical implications of Sales Process Engineering.

It’s our contention, nonetheless, that, in an ideal environment, commissions and bonuses are likely to be in conflict with the goal of the organisation. Of course, traditional sales processes are not ’ideal …

If you make revenue the responsibility of your sales department, you will handicap the growth of your organization. If you want your organization to grow, operations should be responsible for revenue …

It’s an introduction to Sales Process Engineering (45-minute introduction to SPE, and 15 minutes of question time). This event was hosted by Constraints Management Group.

Obviously, we’re not interested in the ‘selling’ here, so much as in the ‘sales process’. Here are some thoughts on this issue. If a minor opportunity is one that you can win in a single appointment, then a …

If so, I think you’ll agree that the basic ideas – the four key principles – that underpin Sales Process Engineering are pretty exciting. However, because all organizations are different, it often takes a little …

If you tell your team to ‘maximize sales’ that may be a tacit admission of a flaw in the design of your business! Your Director of Sales should be charged with the responsibility for maximizing sales, right?

Over the last four years, Levitt Safety (Canada’s largest specialist safety and fire-protection company) has reduced the size of its field force and scaled-up its inside sales and customer service teams.