Tag: process

Creativity, Innovation

Story of the Creation of the Humble Mouse as Narrated by Steve Jobs and Its Lesson in Leading Innovation

Earlier today, I stumbled upon a video of Steve Jobs talking about the creation of the humble mouse and why he had to go to David Kelly Designs (which later on became IDEO) to get it done. You can watch the video here. In the video, he shares that content is more important than process, when it comes to innovation and creativity. The question is what does he mean by content? He is not talking about the content that we refer to. He is talking about the sum of character, knowledge and the curiosity of the people as their content. […]

Sales

Measuring sales-force effectiveness

One of the key challenges that I have seen in senior leadership is to measure the sales-force effectiveness. This becomes even more important if we are in an environment where revenue growth is difficult to come-by. So how does one measure the effectiveness of their sales-force. I think there are a few key indicators that show if the sales force is doing a good job or not: Revenue growth: The easiest and the most measured variable is the revenue growth. If the revenue is growing month-on-month, quarter-on-quarter, year-on-year, the sales-force is considered to be doing a good job. This shows […]

Sales

Sales process

Whenever there is a decline in sales, what is our first reaction – we try to figure out what is wrong with the market or the sales team or the product/service being sold. We try to come up with new campaigns, discounts schemes or offers. The thought that there might be a flaw in the process almost never occurs to us. And this is exactly what provides us an interesting opportunity to explore. How much improvement in sales can we get by improving the selling process ? Can process efficiency drive sales numbers ? These are questions that are worth exploring […]