Read Between the Ps

Guess the seemingly consistently inconsistent behavior of irregular blogging has been all the more apparent, and it has more or less been a norm for me to start my entry with this comment. Though I have been rationalizing this for some time now, I seem to have run out of reasons now…..traveling, work pressure, partying, net connection….anything else? Nonetheless, I am glad that finally, something goes out at this place once again….and hopefully this one should make sense for the customers…er..readers of this blog… :) Talking of customers , for every marketer, they are the source of bread and butter for him. He would do anything, and I mean anything, to keep them happy, to keep them coming, to keep them buying whatever he wants to sell…. Having said that, if that may be the case, are there a set of customers a marketer shouldn’t bother about, anymore? A set who you think you would not want to talk to anymore; if they need something, they would come themselves, and if they leave, so be i...

A recent article from Bain, published in Live mint, discusses the evolution of sales strategies and Sales force Management . The article, Bain Brains: How to enable your sales force to deliver more , reiterates the importance of instituting processes in the sales systems, and illustrates how companies have improved productivity by doing that.. “ …(companies) are reinventing their go-to- market approaches by using data, analysis and systematic selling tools to increase the productivity of reps across the board and help boost the performance of fair-to-middling performers up closer to the top quartile. ” Thus, the effort is to be made in raising the bar for the average performers, making them much more productive and not relying on the top performers to get more business for them. Though most of the strategies and trends discussed in the article – of deciding sales targets through an iterative process , a bottom-up decision-making , redefining sales territories and sales channels and ...