I’m no expert, nor am I sure what functional area your ‘department’ is (marketing, IS, etc.). But, from a systems/process perspective, here are a few things we do…
The most obvious: where has the process failed before, and how/why has it failed? Beyond that, we look for…
Anywhere there’s a human or system ‘handoff’. How do you know the…[Read more]
It has been my experience that…
Sales organizations never stand still. They are always playing with sales incentives, new products/programs, etc. that are going to make measurement difficult.
Sales people are unique (vs., say, manufacturing folks) in that they tend to be highly competitive. Even the most direct contribution to their r…[Read more]