How often does a client ask to borrow money? Maybe they ask to pay over time, or for terms, or want to pay a small deposit with the balance in 30 days, or bug you in any way to deliver your goods and services before they pay in full. A Credit Screen Last week I wrote about how you pay interest… Read more »
In the last article we discussed how businesses finance operations by borrowing, and why offering terms can have unforeseen consequences. In this article we’ll look at an extremely high hidden cost and how to combat it.
In the last article we wrapped up our series on developing and using performance measures (aka metrics) to create a world-class sales force. Properly applied, metrics enable you to show future top performers and nurture and improve your top talent. Even a novice manager can get superb results by measuring results and tweaking processes. Today we turn our attention to cash… Read more »
Have you ever arrived ready to give a talk only to show up to a handful of attendees? You rehearsed your speech until it was bulletproof, you’re ready for a packed house, and the big day arrived only to have a few attendees arrive. Seasoned presenters routinely triple the number of people they invite to an event. And then they pray… Read more »
Earlier this month we created a series of metrics and used them to test sales performance. Last week we discussed how metrics define one’s productivity. We also showed how we can view a task more clearly by breaking it up into sub-tasks. Each of these sub-tasks is a link representing a particular skill in the sales skill chain. It’s clear… Read more »