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The Sweet Spot to Sales Growth

In 1906, Pareto noticed that 20% of the pea pods in his garden were responsible for 80% of the yield. He validated his hypotheses by showing that 80% of the wealth in Italy was owned by 20% of the population. Typically, a company generates about 80 percent of its profits from around 20 percent of […]
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Success = 99% Perseverance + 1% Inspiration!

Here’s a short story to showcase that! Ross Perot, American business billionaire & politician, showcased professional mettle by fulfilling his annual sales quota in a mere two weeks at IBM. Though he was a highly regarded employee, his ideas were not accepted. This led him to leave IBM in 1962 to set up Electronic Data […]
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Morepower or Manpower

A small verse from the Bhagwad Geeta When Krishna asked them to choose between him and his army, Arjuna was wise enough to choose Krishna instead of Duryodhana, who opted for Krishna’s army! Arjuna identified the right competence that was required to win the war, and rest as they say is history! This highlights the […]
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Sales through Service

Only 52 (10.4%) of the Fortune 500 companies remain on the list today. The Rest are gone, merged, reorganized. This demonstrates that there has been a lot of market disruption. The process of market disruption is being driven by the ability to “solve customer problems”, “offer value,” and provide “delightful customer service”. Companies that focus […]
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CrossSell and upsell

Sales has a lot to do with keeping your existing customer HAPPY. The probability of selling to an existing customer is 60%-70% higher than a new customer. This makes customer retention a key focus area for growing businesses. When we do “customer feedback” as part of business diagnostics and business growth initiatives, we have seen almost […]
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The right fit!!

The brain is like “#realestate”. It is precious and we have to choose how we use it. Our personal #values determine what we choose. #Mark Zuckerberg, #Barack Obama, #Richard Branson, #Steve Jobs (past) wear similar-looking clothes every day to avoid an inessential decision. This approach reflects strong leadership and effective productivity habits. By sticking to […]
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Employees First!!

Walmart has inspired many case studies, budding entrepreneurs, and business analysts. Sam Walton said, “If you want a successful business, your people must feel that you are working for them—not that they are working for you.” He nurtured a “culture” of “connect”, “appreciation,” and “recognition” in the DNA of each colleague. This people-first approach became a powerful driver […]
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The joy of working

“The law of work seems unfair, but nothing can change it; the more enjoyment you get out of your work, the more money you will make.” – Mark Twain. I am blessed to have the privilege of working where my #passion leads me. When I take a consulting assignment my only objective is to create […]
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Incentives

Incentives

Designing powerful incentives Incentives must drive the current “Organisational Priority” – sales, revenue, customer service, Business Growth, or Operational  Excellence. Goals must involve a reasonable stretch. Reward the correct metrics that support Performance Management and business objectives. Incentives should be transparent. Incentives should be paid out timely. They should be motivating. Measurement and payout must […]
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