When running a business, a commercial team, direct or indirect sales, e-commerce, revenue marketing or whatever, doing daily mananegemnt is easier and more efficient than the big Quarterly Business Reviews. I’d rather have my team zoom in once a day…
hint: it’s all about leadership, empowerment and accountability In Lean manufacturing, there’s a lot of focus on standardisation. This is born out of the idea to control quality and to minimise waste in the process. Having well documented processes, proper…
Bad news happens fast, good news happens slow Morgan Housel on an interview with Diary of a CEO Morgan Housel, the author of a.o. the Psychology of Money, makes this quote in the context of how compounding on the long…
While writing this post I’m trying to process another fine example of how difficult it is (or seems to be) for many companies to get their sales and marketing teams properly aligned. I always used to joke in a cynical…
I keep on coming back to the topic of KPIs. I’ve written earlier about typical mistakes and how to prevent them, mostly in relation with commercial teams. What I’ve found is that it’s really important to differentiate between leading and…
It’s september, by now you should have a good idea on what the key breakthroughs for next year are going to be. You’ve spent good time om the what and where, while your CFO and team are calculating the how…
Today was the day that after a typical European summer break of six weeks, my two youngest boys had to go to school again (our teenager had 7 weeks of vacation and only starts on Wednesday with actual classes –…
As I’m camping in Sweden with my family right now, there are always those early morning, looking over a lake with only the sound of awakening birds, that I get even more philosophical as I already am by nature. Recently…
No matter what they say, sales or the act of selling is not an art. (for the record: neither is marketing). Succesfully selling a product, service or solution is either luck (you’d be amazed how often people get lucky) or…
Only last week did a customer for the first time talk about my logo, and he had it figured out. He recognised what it meant. In proper lean cultures, where KPI’s are set properly, you have a safe environment for…