Tag Archives: sales

The Quest for Recurring Revenue

Recurring revenue is the current Holy Grail of business. Barriers to Entry, a traditional way of assessing your differentiation against competition, have been replaced by Barriers to Exit, how to make it at least inconvenient or at most excruciatingly painful for … Continue reading

Posted in Customer Relations, Economic Trends, Entrepreneurship, Marketing, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , , , , , , | 1 Comment

One Response to The Quest for Recurring Revenue

  1. I am striving to achieve different recurring revenue streams over time, so I will check out the book, The Automatic Customer by John Warrillow.

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When a Customer Outgrows You

There is nothing that quite matches the excitement of landing your first really big customer. It often brings with it the confidence that comes with knowing, really knowing, that you can compete in the big leagues. There could be the added security of … Continue reading

Posted in Customer Relations, Entrepreneurship, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , | Leave a comment

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Measurement is Not Management

“The employees respect what the boss inspects.” Since Frederick Winslow Taylor published The Principles of Scientific Management in 1911, breaking down tasks into measurable pieces had been the cornerstone for employee training and tracking performance. Why then, do many large organizations with … Continue reading

Posted in Customer Relations, Entrepreneurship, Incentives, Leadership, Managing Employees | Tagged , , , , , , , , , , , , , | 4 Comments

4 Responses to Measurement is Not Management

  1. David Basri says:

    Could not agree more!

  2. In French the word is Saboteur for throwing you wooden shoe into the mill to stop the work. before Mr. Taylor or you friend experienced in in the bottle factory. That is the real issue. why do we keep reinventing the wheel? people don’t change – the environment in which they work and are surrounded does. They are not guinea pigs to experiment on. The real issue is what knd of employee do you reruit and grow within your organization.

  3. Todd Marquardt says:

    I’m impressed by your awesome insight as usual. I’ll keep your article in mind as we manage by statistics.

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Never Fire a Salesperson

The majority of business owners prefer linking pay to employee performance. The sales role in most businesses is the easiest and most obvious place to begin. Yet owners struggle with compensating salespeople in a manner that is affordable while still driving sustained performance. Building … Continue reading

Posted in Entrepreneurship, Incentives, Managing Employees, Marketing and Sales, Sales, Strategy and Planning | Tagged , , , , , , , , , , , , , , | Leave a comment

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Structural Tension: Is It Good or Bad for Your Business?

Logically, no one would enter into a business relationship where anything that is better for one party is worse for the other. Such a zero-sum arrangement would quickly grow tiresome. Either one party is consistently losing in every transaction, or … Continue reading

Posted in Business Perspectives, John's Opinions, Politics and Regulation, Strategy and Planning, Technology | Tagged , , , , , , , , , , | Leave a comment

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