Following on my blog about Avoiding Failure in Sales Acceleration projects I wanted to cover some examples of common sales accelerations technology. I wrote a blog about Incentive compensation a few weeks ago. This blog will talk specifically about call technology. Until a couple years ago I thought this was a nice to have, or perhaps something better suited to inbound sales desks or customer service desks. Well, things have come quite a bit on since then and I highly suggest getting familiar with what's out there now. This blog was inspired by one of my recent clients who was a user...
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My last blog was around avoiding failure in your sales acceleration project which built on the ideas from another blog around business readiness. This blog focuses on incentive compensation. This blog was inspired by a few failed projects I’ve either seen or learned about recently. The common thread to all was that different audiences were perceiving the value of the project differently and ultimately those with the checkbook cancelled. They didn’t know or couldn’t measure what value their team was getting. How can you avoid buying a costly system you either don’t implement or cancel? How can you make sure your executive audience knows...
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Recently I wrote a blog around business readiness, which I feel is at the root of why most business change projects fail. Why? At the end of it, all change comes down to people and poor people management through a transition will almost always spell failure. This blog talks more about avoiding failure. There is no shortage of statistics around project failure rates. A recent survey of business executives indicates that the percent of change programs that are a success today is… still 30% McKinsey and Company Nearly 60 percent of projects aimed at achieving business change do not fully meet...
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  This week is the second in a two part blog series. Last week I introduced Belinda Parmar and her Empathy Business. This week I wanted to share some reflections on empathy. To be successful, I feel it is very important to make time to be learning new skills (the Economist recently dedicated an entire issue to this topic), challenging and opening your mind to new concepts and meeting with other people who both affirm and challenge your ideas. I think adhering to these principles not only makes better people, but makes better employees, colleagues and bosses. Certainly those who work in sales operations...
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Last week at London's Calling I saw a fantastic speaker, Belinda Parmar OBE. Belinda is founder of Lady Geek and now has a new venture, the Empathy Business. Parmar has stated that her personal mission is "to end the stereotyping and patronising of women within the technology" and the “pink it & shrink it” approach of selling to women. While her approach used to focus on women in technology, her new venture has a fresh new approach which was unlike anything I've seen. As her Empathy Business website says "When we started in 2010, Lady Geek focused on female customers and...
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Near the beginning of my career, whilst a consultant at Accenture, I worked as part of a business readiness team for a large multi-million $ project and I have never forgot the lessons I learned. What is business readiness, you ask? Business readiness can simply be described as the plan for how to manage change within an organisation. More simply, 'readying the business for change'. To me this is really all about how people handle change. Business readiness activities include: Managing and understanding the overall timeline and scope Stakeholder management Business roll-out and training plan (including train the trainer) Communications (constant and regular) -...
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Its January. Many businesses are scrambling to issue incentive compensation plans that will both motivate and challenge their sales organisations. As you look to motivate your sales reps, don't forget what you are designing should INCENT them to sell more, not just reward them for past behaviour. Sometimes its easy to lose focus of that when you get up to your head in cash projections and various modelling, sanity checking and all the other important parts of this process. First, a recommendation. There is a fabulous book called Game the Plan, by Christopher W. Cabrera, the Founder and CEO of Xactly...
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There are a number of different technologies to improve sales productivity. Ensuring the right documentation at the right time is in sales people's hand is an incredibly important sales enablement activity. A few stats to ponder: IDC estimates 40% of marketing collateral produced is not used Sales can spend up to 9 hours a week are spent searching for information According to KnowledgeTree, 30% of the average sales person’s time is spent looking for or creating new sales content and documents According to the Aberdeen Group, companies that gave marketing strong visibility into sales content utilisation saw an 3% increase in...
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Last week I attended a great event put on by NewVoice Media. The most interesting speaker was Martin Hill-Wilson from Brainfood Consulting. He was an exceptionally engaging speaker and his talk was on a very hot topic, artificial intelligence (AI). Inspired by Martin's talk, I wanted to share some thoughts as well as some specific examples of how sales organisations can take advantage. You can also read his whitepaper on the topic here. Big Data To understand why artificial intelligence this is relevant to everyone and how exciting these developments are its important to understand 'why'. We've all heard the term 'big data'....
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