Going hand in hand with sales incentives are KPIs or Key Performance Indicators. I am confident everyone reading has been given a set of KPIs during their working life, all with the goal of driving certain behaviours that help get you to a particular outcome. It seems however that just like sales incentives, under certain … Continued
Incentives are common place among sales teams, used to drive specific behaviours and or sales figures for an organisation. They can however very easily, go very wrong. The Wells Fargo case is a well publicised example of incentives going very wrong with many of the employees and the company paying the price. So how and … Continued
With such a focus on Incentives, KPIs and behaviours this month in our articles, when I stumbled across this recent TED talk by John Doerr, I thought it was too interesting not to share. John discusses the concept of OKRs (objectives and key results), rather than KPIs, and how they are a powerful tool in … Continued
Most channel firms today acknowledge that transforming their business from hardware-centric reselling to a business model that embraces services and recurring revenue is not only the future, but should at this point be the present. There are however, many moving parts involved in the transformation process, notably anything to do with business operations and process … Continued
Most people don’t enjoy receiving negative feedback, whether it’s about themselves, their organisation or their team. Yet everybody enjoys being successful. The problem is that the negative feedback can offer information that will enable you to achieve a higher level of success. It could be said that negative feedback can be both constructive and highly … Continued
Vendors have a lot to do when it comes to managing their partners successfully. There are many metrics to track and many partners to do this for. The reality is that there are not enough hours in the day to track every aspect of a partners performance and engagement. In addition to this, the partners … Continued
The year is racing by and CompTIA is showing no signs of slowing down in terms of the activities and programs for the ANZ Community. We’ve got four events over the next 2 months to keep you engaged, informed and entertained: * Webinar #1 – Risk Management and Threat Hunting * Webinar #2 – Corporate … Continued
Author: Cam Wayland Vendors often measure, profile and segment their partners and their distributors based on revenue performance. Rarely do they dig deeper to look beyond the numbers to what is actually driving the revenue via distribution. When it is working well you will usually find there is “alignment” between the capabilities, resources, and vendor … Continued
Stress is a part of life… we have all experienced it and managed it (some better than others) in one way or another. When it comes to managing work stress there are many methods you can utilise to bring it under control but it seems that keeping your approach simple is probably the best thing … Continued
Long tail partners are the partners that sit in the 80% of a vendors partner group, but only generate 20% of their revenue. For many vendors, time, money and resources have been put to work trying to build and cultivate partners in that 80% to become bigger revenue generating partners, but is this the right … Continued
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