April 23rd, 2012
This is the last in this mini-series of monthly blogs in which I will write about the virtues of applying elite level sporting measurement (AFL, NRL) to the B2B business setting. I used the term “vertical Sales scoreboard” to describe what each member of the team should be equipped with that represents an integrated set [...]
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March 28th, 2012
Last month I wrote about the virtues of applying elite level sporting measurement (AFL, NRL) to the B2B business setting. I want to extend the theme this month and enrich the point I made regarding the value of rigourous, objective and scientific measurement for the sales organisation. And keep some link to my elite level [...]
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February 23rd, 2012
Footy season is upon us! How is your football/rugby team going to fare this season? I am a hapless AFL Richmond supporter, so many weekends I cannot bear to turn to the sports pages to read the obituary. When the Tigers do crack it for a win (even a draw is cause for celebration for [...]
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January 30th, 2012
Just two different and complicated ways of saying the same thing? More obfuscation created by consultants to assist Heads of Sales de-clutter what did not need to be cluttered in the first place? Well, not really. A rich understanding and appreciation of these business imperatives turns out to be one of those chicken and egg [...]
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