Sales

Effective sales review meetings

All sales managers hold fortnightly or monthly or quarterly sales review meetings. How managers use these meetings talks a lot about their leadership skills. Does your team look forward to these review meetings or dread them? Do they think it adds value to them or is it looked as a necessary evil? I think sales managers can use these review meetings to do the following: Identify any good wins and celebrate them. Facilitate learning from deals won/lost. Gauge the motivation level in the team and pep the team up. Discuss the sales numbers (target v/s actual), current pipeline health check. […]

Sales

Sales Quota 2.0

We are living in an era of constant change. The speed of change is simply astonishing. Though all of us are aware of this and the impact it has on businesses (more significant for the small businesses), not many have changed the way we conduct the business and subsequently, the way we define and set sales targets for our sales force. The most common way to define this is still to decide an annual quota for each sales person (probably an increase by a certain % on his previous years sales figures) and incentivize him/her if they over achieve on […]

Marketing, Sales

How to deliver a killer presentation

Today, I was going through my video collections and stumbled upon the video of my (6 year old) son’s graduation day speech which he delivered using a power point slide show. Now that I watch the video and remember the slides that he used (which I prepared for him with my wife), I can not help but get awed at the enormous potential we all possess as children. As my son was 6 year old when he delivered the presentation, we could not use bullet points or text in the slides.  We were forced to use only pictures that we […]

Strategy

Digital + physical publishing model = Improved profitability for publishers

I am surprised to see that the Kindle versions of regular books cost almost the same as the physical copies. I am really surprised about this because, with Kindle versions, the publishers do not incur any printing, distribution and inventory costs. These books should be selling at a much lower price than their physical counterparts. The reason I feel this is not happening right now is that the publishers fear that the sale of the physical copies will decline sharply if they make the kindle versions available for much lower prices. This is the classic mentality of clinging on to […]