Nirvana for Channel & Sales Operations

Nirvana for Channel & Sales Operations – Some Key Questions

Following up on the previous post on Distribution Excellence, in this post, we explore some key questions around “Channel and Sales Operations Nirvana” for CEOs, CSOs (Chief Sales Officers / Heads of Sales) and CDOs (Chief Distribution Officers). Is aspiring for this Nirvana possible in a world where increasingly the power equations are tectonically shifting[…]

Are You Still using Spreadsheets to manage Incentive Compensation?

Spreadsheets or Automation for Incentive Compensation : An Infographic

When it comes to Channel management and incentive compensation management, Microsoft excel is the go-to software for all organizations – big and small. And that is where the problem usually begins. While smaller organizations can meet objectives given their scale, for larger organizations this becomes an issue. IBM found the same when it conducted a[…]

Distribution Excellence

Distribution Excellence – Is it a Lost Child in the Melee of the Marketplace?

Increasing sales and channel productivity while decreasing the cost of sales is among the Top 3 goals for any channel intensive consumer oriented business, if not THE No. 1 goal. For businesses like insurance, retail financial services, fast moving consumer goods, telecom, consumer durables and such, the channels are as important, if not more so,[…]