Recession Coming to a Close

Going into the weekend, I wanted to share some bright news I noticed this week. Evidently a team of leading economists from the National Association of Business Economists (NABE) have predicted an end of the recession to come in 2009. Yes, that’s this year! The NABE panel does temper the enthusiasm of the report saying …

#3: You Asked the Tourist for Directions

3 of 5:Top 5 Mistakes Collecting SPM / EIM Project Requirements It’s important to identify the true subject matter experts and speak to them. There are a lot of tourists roaming the streets eager to share what they know. Tourists have read all the guides and made a couple of day trips. They know more …

#1: You took the buffalo for a walk

1 of 5: Top 5 Mistakes Collecting SPM / EIM Project Requirements You need to be in control and organized. And if you’ve ever tried to walk a buffalo, you can attest to the fact that you are not in control of that situation. In this metaphor, the buffalo is a requirements meeting without an …

This Seems Complicated

In fact, all of these items are likely to affect the performance of your sales force. A recent Scientific American article by Wray Herbert describes a concept related to our brains’ processing. Herbert discusses the possibility that how a task is described may affect our willingness to do the task and, if we decide to …

Share the Joy (or beneficially commiserate)

Are you part of an active user community for your SPM software? If not, you should be. The benefits can be immense. Some of things you might gain include: • a different perspective on software function ability • an understanding of how other companies have addressed issues similar to those that you may be facing …

What’s in a name?

As humans, and if you’re reading this you most certainly are a human, we have a biological need to name everything around us. Whether it’s insects, rocks, cloud formations or psychological disorders… it needs to have a name. In fact, upon encountering a new object such as a star, the first thing we humans do …

Compensating for the Recession

The economy is in a state we haven’t seen for a very long time. Every segment is affected; every number is down. Imports, exports, manufacturing, retail, finance, and housing are all feeling the pain. This probably isn’t the greatest time to be a sales person on a commission plan. People and businesses just aren’t buying. …

What’s Your Magic Number?

Some time ago I read an article by Inc. columnist, Norm Brodsky, discussing unique indicators or as he dubbed them, magic numbers. Magic numbers are described as particular statistics discovered by business operators to have special correlations that can be used to predict future business performance. Examples in the article include a restaurateur who predicts …