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Towards the end of the calendar year, organizations are busy setting or finalizing their annual sales incentive plan structures, as well as their sales performance goals. An optimal sales performance and incentive plan ensures that the sales force will remain engaged and committed to the organizational goals. Due the multi-faceted internal and external factors that …

The Ten Commandments of Sales Performance and Incentive Planning Read More »

Consider this situation… The entire sales and marketing team, as well as the CEO, receive an email from a sales manager detailing a conversation with a key customer. The email contains critical feedback on a newly implemented sales promotion program. If the customer’s feedback is implemented, it would result in a major change in how …

The Dangers of the “N of One” Syndrome in Strategic Decision Making Read More »

Introduction So, what’s in a name? After all, “A rose by any other name would smell as sweet“ Competitive Intelligence, Strategic Intelligence, Market Intelligence, Business Intelligence, Strategic Knowledge, Market Research, Competitor Monitoring, Market Monitoring, Scenario Planning, War Gaming are all terms that are used interchangeably and cause confusion among casual purveyors. However, these disciplines or tools …

The Knowns and Unknowns about Strategic Decision Making Read More »

Strategy-making is an immensely complex process involving the most sophisticated, subtle, and at times subconscious of human cognitive and social processes – Henry Mintzberg This quote from Henry Mintzberg is a beautiful depiction of the intrinsic nature of strategic decision making. At it’s very core, strategic decision making is flawed because it is based on …

The 25 Laws of Strategic Decision Making Read More »

Physicians sell patients on a remedy. Lawyers sell juries on a verdict. Teachers sell students on the value of paying attention in class. Entrepreneurs woo funders, writers sweet-talk producers, coaches cajole players. Whatever our profession, we deliver presentations to fellow employees and make pitches to new clients.” – Daniel H. Pink, To Sell Is Human: …

The UNICORN Model for Enduring Sales Leadership Read More »

True genius resides in the capacity for evaluation of uncertain, hazardous, and conflicting information        – Winston Churchill The Problem of Strategic Knowledge The strategic decision making process is the fundamental basis of strategic planning and business planning. The result of the strategic decision making process is revealed in the strategic decisions that …

Are You Evaluating the Strategic Knowledge Generation Process? Read More »

Introduction The global COVID-19 pandemic has upturned our way of living and working. The majority of humankind is under some kind of isolation, lock-down, quarantine or social distancing order from their local government. Knowledge workers have started working full-time from home in the COVID-19 scenario. While most have past experience in working remotely from home, …

The Six Principles of R.E.M.O.T.E Work in COVID-19 and Beyond Read More »

A decision made from fear is always the wrong decision” – Tony Robbins The Fear of Decisions Every day, decision makers in organizations confront fear of the unknown when making critical business decisions. Decisions on marketing and sales strategies, supplier selection, financial budget allocations, revenue projections, make versus buy, hiring new employees and downsizing existing …

The 8 Elements of F.E.A.R.L.E.S.S Decision Making Read More »

“People don’t realize that we cannot forecast the future. We really can’t forecast all that well, and yet we pretend that we can, but we really can’t. What we can do is have probabilities of what causes what, but that’s as far as we go.” – Alan Greenspan, Economist and former Chairman of the Federal …

“FOUNDATION” Forecasting – The 10 Rules for Better Decision Making Read More »