Channel News

Your Incentive Program May Be Producing Poorer Results

Friday, February 27, 2015

Many of us have to motivate or incentivise people that we work with as part of our job. Most of you reading this piece would work with sales staff or channel partners that you need motivate and incentivise every quarter in an effort to reach sales targets. Either way we tend to use financial incentives as a tool to achieve these sales based outcomes we are striving for.

Dan Pink gave an interesting talk in 2009 as part of the TED conference about incentives and motivation and how our default behaviour is to offer an incentive to get an outcome. What he goes on to discuss however is the fact that there is a direct mismatch between what science knows about incentives, and what business does with incentives. While Dan fully acknowledges that under certain circumstances incentives work very well, he highlights instances where incentives actually have the opposite effect. In fact, some of his findings indicate that, when it comes to selling new ideas - eg. Cloud - our traditional sales incentives and partner programs may actually have a negative impact! ...Read More


Presentations - Half As Long Is Twice As Good

Thursday, January 15, 2015

It is a new year and that presents us all with an opportunity to reflect on the year that was and to consider what we might do differently in the year ahead. Many of you present to various audiences (partners and/or end-users) on a regular basis as part of your job. Many of you I am sure would be looking to improve the effectiveness of your presentations, regardless of how experienced you may be. All presenters would like to feel that their audience has left the room with the desired key takeaway messages, but this does not always happen. Never before have we been so distracted by email, text and social media, and so never before has it been so critical or difficult to capture the attention of our audience and instill our message quickly and effectively.

Joey Asher from the fastcompany.com website has written a fabulous article on what he believes is the key factor in being able to do exactly this. He states that you need no more than 10 minutes to actually present to your audience and that it should always be followed by a Q and A session – as lengthy or as short as the audience requires. He believes the Q and A session allows you to delve in to details the audience are interested in while the actual presentation allows you to cut right to the chase and deliver your message, whatever that may be.

Read the article to get more detail on his theory and approach to presenting.

 ...Read More


What Maslows Hierarchy Wont Tell You About Motivation

Thursday, November 20, 2014

With our thoughts reflecting on the year that was, as well as the year ahead, the topic of motivation for yourself and your staff is both timely and relevant. It is important for us as individuals (and for those of who manage staff) to understand what motivates people and how to produce the business results that you want. Susan Fowler is a US based motivation expert and she recently wrote an article for the Harvard Business Review Blog about motivation in the workplace. It is an interesting read and worth your time particularly if you are managing a team in 2015.

Click on the link below to read the article in full and to understand Susan’s view on motivation. 

 ...Read More


Six Tips For Running Better Meetings

Wednesday, July 09, 2014

Author: Cam Wayland
Finally, it’s your turn at the helm doing a partner review or facilitating an important meeting. Prove yourself in front of your peers and partners, and you’ve proved yourself full stop. Allow yourself to be the ringmaster in a cacophony of bad or no decision making, however, and it’s as though you drilled a hole in the hull of the company ship yourself. The first step is to put the meeting date in your diary far enough in advance to be able to adequately prepare.

 ...Read More


Paretos Principle And The Channel

Monday, June 02, 2014

Author: Cam Wayland
In 1906, Italian economist Vilfredo Pareto created a mathematical formula to describe the unequal distribution of wealth in his country. He had observed that 80 percent of the property in Italy was owned by 20 percent of the people. It was Quality Management Pioneer Dr Joseph Juran however who suggested the principle within his field and then made the assumption that it could be applied to broader concepts. His theory was that 80 percent of the results of any situation are due to 20 percent of the contributors.

This idea is often applied today to data such as sales figures i.e. 80 percent of the sales results come from 20 percent of the clients. Given Juran's broader application and development of the 80/20 rule it is argued that Pareto's Principle has actually been inaccurately attributed to Pareto rather than Juran. Despite the possible misnaming of this rule, Pareto's Principle can be a very effective tool to help you manage yourself and the channel effectively. ...Read More


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