The Origins of “Modern” Sales Management
The history of sales management: There’s a direct correlation between the difficulty of the selling environment and the need for optimized sales management. There was a lag between the modernization of sales and the modernization of sales management. In this...
What History Got Right: Setting Sales Quotas
“It is far better that the quota be right than that it be simple.” – 1926 Something odd struck me as I was investigating the origins of quotas and variable compensation. 75-100 years ago, organizations did MUCH MORE with MUCH LESS data. Today, not sure anyone could...
So, you want to predict the future of the sales profession?
So, you want to predict the future of the sales profession? I am no Nostradamus. I am no Miss Cleo. I don’t have conversations with spirits. However (and you may not believe me), I have successfully predicted: “The Great Resignation” months before it became a thing:...