Sales plans – where do they go wrong? There are typically two “misses” to most sales plans right off the bat: aligning the sales plan with the business plan, and addressable market. Check out the full blog post for more information, and feel free to contact us to discuss this more in detail. You can contact Rick directly at +1 (847) 648-6018.
As I mentioned in the previous post, while I have some personal preferences in channel strategies, I put them aside when I am working with a client – I want to ensure I truly provide the best channel for their specific business needs. In the case of this company, the VP of sales strongly dislikes the Rep model. He much prefers the Direct model (and I agree that there are some good reasons for this). However in this case, it is the absolutely wrong strategy – here’s why.
I received a few requests to provide the solution to the challenge I previously described. In this case, the solution could be very simple. Just
I was recently speaking with a small manufacturer of instrumentation and discovered a disconnect between management’s expectations and individual goals. The company had recently rolled
