Well, it’s happened again.  A product that has been “announced” has actually been delayed.  Now, mind you, it’s not as bad as vaporware in the ’90’s but it is maddening that companies cannot meet the expectations set with the consumer base.  I totally get the reasons for delay: put your best foot forward with a [...]

Right then.  The quarter didn’t go so well for you and now your executive management team has asked you to pull together a sales and marketing plan for your territory.  Now, your immediate reaction is to ‘go to the math’.  I see it every time.  You have this desire to pull together that standard powerpoint [...]

At a recent management meeting, a client of mine (who I respect greatly) accurately challenged us to reflect on our year to date revenue achievement.  Things are not abysmal at this company (their revenues are flat, year to date, to their 2008 revenues) but they are not achieving any growth.  Of course, the immediate response [...]

I know you are feeling a lot of pressure to produce sales, and sales growth, during these tough recessionary times.  And I know, at a few of my clients, board members are increasingly asking me to not only evaluate overall sales (e.g. by product, region and industry) but also sales performance by individuals.
To be fair, [...]