variables

 

Raise the Bar

Posted: 8/2003 Raise the Bar How to Set Effective Quotas By Gary Lawrence For sales managers, the recurring challenge is how to set quotas that follow the business plan and motivate sales force. They wrestle with keeping the sales force engaged and striving to meet and exceed the sales goals set with the intent of […]

Know Thine Enemy; Know Thyself

Posted: 08/1999 Know Thine Enemy; Know Thyself By Arik R. Johnson Benchmarking is best described, and explored, as a framework for competitive strategic planning. Once the areas of the company to be studied have been identified, metrics can be applied to the key success factors of the industry or marketplace. Everybody remembers when WorldCom Inc. […]

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