"If you know your adversary and know yourself, you need not fear the result of a hundred battles." The first step in conducting planning for any military operation is to understand the forces you have available and their capabilities. How many do you have? What is there training level? What capabilities do they bring to the operation? The same is true when planning any sales program improvement program. You need to understand what is actually happening in your sales progra

Senior management consistently looks for ways to increase their sales numbers. Popular approaches to the sales number dilemma include hiring more sales people, spending money to improve coaching capabilities of their sales managers and spending money on skills training for sales people. What is overlooked much of the time is how a company's sales force is utilizing their time. Understanding what your sales people do during the day and being able to differentiate between wha

It is now six months into the selling year and at this point many companies are looking at how their compensation plan has been impacting sales and considering if any changes need to be made now or if a new plan needs to be designed for the next selling year. Your compensation plan can have a huge impact on if your company achieves it strategic goals for the period or not. Any decision to adjust a compensation plan is important decision that can have far reaching effects. But