Is Complexity Killing Your Sales Model?
Most current sales models are not keeping pace with the shifts in demand, as many companies struggle with factors that contribute to higher costs. Achieving growth targets profitably requires a repeatable, high-return model for selling solutions. And that means knowing where and how to invest in sales resources. In our experience, four mutually reinforcing actions can help senior executives keep on track with greater … [ Read more ]
Content: Article | Authors: Dianne Ledingham, François Montaville, Mark Kovac, Michael Heric | Source: “Bain & Company” | Subject: Marketing / Sales
How to Break Out from the G&A Cost Treadmill
Support functions seem to be working harder just to stay in place. Despite all their cost-cutting, they’re finding it awfully tough to please the business heads who are their most important customers. Most companies have managed to contain their general and administrative (G&A) costs in recent years through a relentless focus on functions such as information technology (IT), finance, human resources (HR), legal and facilities. … [ Read more ]
Content: Article | Authors: Adnan Qadir, Michael Heric, Paul Cichocki, Peter Stumbles | Source: “Bain & Company” | Subject: Management