Quick Recipe for Success

POSTED BY Carl Moe on Nov 16 under CRO, Management, Motivation

One of our local clients manages a CEO Roundtable for both executive and business development. As part of his program, he includes brief updates on development strategies and wisdom. One he recently distributed caught my attention as companies are finalizing their 2011 business plans and I wanted to pass it along.
Here is Gary Brattland’s Recipe [...]

Ineffective Sales Plans

POSTED BY Carl Moe on Sep 28 under Incentive Process, Motivation

Probably the most common mistake I see companies make is developing a performance-based incentive plan where they pay the same commission for both new account business and ongoing business with established accounts.
New account business is ALWAYS worth more than ongoing business with existing accounts because:

it’s more difficult business to obtain than continuing business with already [...]

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