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Performance

Auditing performance? Start with meetings.
 Auditing performance? Start with meetings. 1024 683 Bruno Sireyjol
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We have written many times about auditing sales and operational performance. As we put it in our article “Auditing sales performance: beyond numbers,” performance audits are too often reduced to a spreadsheet exercise -reviewing numbers, ratios, and pipeline conversion rates. Worst case, performance issues are blamed solely on sales talents. Worst case, performance issues are…

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Sales performance audit: leveraging Lean Management 4M’s.
 Sales performance audit: leveraging Lean Management 4M’s. 1024 640 Bruno Sireyjol
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In May last year, we emphasized that auditing sales performance was not just a numbers game. This runs contrary to the claims of so-called “sales scientists” who rely on irrefutable industry KPIs or “growth hackers” proven recipes (See our article: Auditing Sales Performance: Beyond Numbers.) Auditing sales performance is a holistic process that examines culture,…

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Auditing sales performance: beyond the numbers.
 Auditing sales performance: beyond the numbers. 1024 585 Bruno Sireyjol
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Sales performance is the heartbeat of B2B organizations. Yet, amidst the clamor of sales scientists’ irrefutable industry KPIs and growth hackers proven recipes that worked elsewhere, lies a critical oversight : to boost sales performance, you should focus on sales numbers only. Preliminary audit consists in entering basic numbers into a well-oiled framework. This is…

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Corporate values: you are accountable…
 Corporate values: you are accountable… 600 400 Boldandsharp
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You are accountable.   The more we are involved in sales teams’ performance issues, the more conversations we have on accountability. Accountability is common in sales teams’ top values list. When brainstorming with the teams on what values reflect their culture and summarize what they stand up for, accountability is nowhere to be seen. While…

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Bold & Sharp Organizational Health Index
 Bold & Sharp Organizational Health Index 1024 575 Boldandsharp
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The Bold & Sharp Organizational Health Index is ready. A limited version is available for download here. To get the full version, contact us and let us know how we can help. This index is for you if : You are overachieving but you are feeling something wrong may happen. After all, planning and anticipating…

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