Sales

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Value Of Information: Three Decision Criteria -- And Applicability To Cloud Services

Would you like to learn a secret about how to be more successful in the coming year? Either personally, or as a manager or professional?
 
OK, this trashy "come-on"  is only justified because it's almost year end (2012), and time for lots of management how-tos, especially "how to cope with information overload".  Most of the advice is common sense, and if we are very disciplined, might even help us to be more effective.
 
But how about some advice that might actually work?  
 
This blog post is about managing more effectively by considering the cost and utility of information.  So much of our work every day is spent wrestling with information management,  And information has a whole lifecycle, from identification of need, to acquisition, usage, curation and even secure destruction.  In fact, much of common sense management advice is about better information management.  (It's not for nothing that computers and software are collectively known as "information technology".)

McKinsey On Sales Process Failures -- Also, John's Comment -- "Ironic Lack Of Theory"

Unused PhoneThe boffins at McKinsey have just issued a stirring call to "free the reps"!

According to the consulting company, at one representative global firm, 75% of inside sales reps' time was spent not selling!

This frustrating sales situation is not uncommon, despite what McKinsey says is "the guiding principle of all sales operations", which is "to maximize time for selling and relationship building".  Of course sales people and sales executives, and probably even general management, all know that sales people should be selling.  But given that sales people everywhere are facing similar issues, it's helpful to have a spotlight on the situation.

As a professional B2B sales person focused on BPM, your host is naturally interested in the subject of the McKinsey article -- and how BPM is one point of leverage for improving sales operations.  The McKinsey article also raises larger questions about sales management; your host has now commented on these issues in the letter below. 

You can read the whole McKinsey Quarterly article and follow up reader comments including your hosts' comment, at the following URL. (Please note you will need to register, although there is no charge.)

. . . read more

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