I recently read an article, Accounts not receivable, that provided the following factoid:
A recent survey of large public companies in America … shows that “days sales outstanding” (DSO) - or the number of days it takes companies to collect money owed to them, often by other firms - hit an average of 41 in 2007, [...]

The other day I was having a conversation with a client in which I said the following:
That sales rep will be looking for an OTE of at least 190K …
at which point the person asked me:
What is OTE?
Good question!  OTE stands for On Target Earnings.  Generally OTE covers employees that have a fixed and a [...]

Congratulations! Your EMEA (Europe, Middle East, Africa) sales finally warrant a dedicated sales rep in the region (vs. you flying over from North America to meet clients all the time). You’ve got a great product that resonates with the region, you’ve found the perfect seasoned sales professional with deep relationships (both direct and [...]

I was in a management meeting at a client the other day and found that even among seasoned professionals there is still a grey area between order entry and order processing and who is responsible for what.
In general, order entry is when Sales enters an order into a system designed to capture information about the [...]