The Machine > Part 1 > Chapter 3: Re-envisioning the sales function
We commence with the direction of the solution (division of labor) and four key principles. On an otherwise blank sheet of paper, we have a single sal[See the full post at: The Machine > Part 1...
View ArticleHi, Albert. 2. Your statements are common issues for many small-to-mid-size companies, because the guys who started the company probably weren't "businessmen". That is, they were really good at what...
View ArticleI think we are on the same page but words have different meanings and the understanding so the real obsticle comes in the implementation part (this is where the tyre hits the road. My research in...
View ArticleAlbert In chapter 4 — which I will post in the next couple of days — I discuss the integration of sales into the rest of the organization. I propose that we should take a top-down approach when...
View ArticleI have now read the three available chapters and I have two comments 1. All functions to be done exists in all companies (types) whether we assign a specific function to an additional resource is only...
View ArticleSantiago There's a limit to what I can disclose, but this is an exciting offer. We developed a new ideology for this organization to preach called headcount optimization. The premise is that it's...
View ArticleYes, I will talk about this. And yes, you're right that in most cases SPE results in no increase in payroll cost. Justin
View ArticleHey J, You say: "Nigel is the director of sales for a large recruitment firm (one of our silent revolutionaries). Because he also happens to be most capable public speaker in the sales department,...
View ArticleVery nice chapter J (as usual) Do you talk in later chapters of how the internal structure (people, positions, and others) should be defined? Some people may get "scared" when they see all the new...
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