One thing I have run into with many clients is that the incentives for their sales teams are not always completely aligned with the company’s interests.  You would think that having a commissioned sales force should be enough, but it gets more nuanced than that.  We’ll discuss these intricacies below.  By the way, this has…

Anyone who has ever spent any time around young children will know that they all have the same favorite question, in fact, it’s the shortest question in the English language. Why?   Kids ask why all the time, they are curious and have an insatiable thirst for knowledge. Another wonderful thing about kids is they…

In my career, I have observed some methods on how people are able to respond to questions without actually answering them (some of these methods were outright told to me as well). Essentially, the individual answering the question may just be trying to make you go away, period. Since we are entering the meat of…

In all my experience, the most consistently tracked item is sales. Most organizations look at it daily (not a bad thing), it’s generally the easiest metric to quantify, and the least subject to manipulation. Wall Street, however, is obsessed with EPS. They could care less if you hit your sales target. If you miss your…