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Don't Shoot the Sales Team
Revenue is down. Sales are slowing. The CEO looks up from the business plan and realizes that the company wonҴ meet analystsҠexpectations. Focusing on the organizationҳ sales leader, the stage is set for sacrificing a scapegoat.
Upon who else should the axe fall when the sales organization misses revenue targets? After all, arenҴ sales and revenue the responsibility of the sales leader? The answer may be as easily forgotten as it is obvious.
To one degree or another everyone in an organization impacts the revenue generating process. The strategic plan of the board of directors and the CEO provides the overall strategy for revenue generation. Themarketing department provides crucial demographic and psychographic customer or client information on which the sales department relies in formulating industry and account strategies. Manufacturing, finance, legal, customer service and all other departments facilitate or constrain the process of generating revenue, each in their own peculiar way.
The sales organizationҳ influence in enterprise revenue generation is con-centrated in the sales pipeline. Identifying bona fide sales opportunities, managing those opportunities through the sales pipeline until they produce revenue, and then managing customer or client relationships are the primary responsibilities of the sales and sales management teams. Rarely, if ever, does the sales organization control the resources of manufacturing, marketing, finance, legal and customer service.
The picture most companies present to the world show the sales organization ӯut there,Ԡin front of customers and clients and in front of the rest of the companyҳ departments. Even marketing, the first cousin of sales, is more often than not as disconnected from sales as are the other departments. The sales group leads the company charge, and the other departments take up rear support positions, providing tangible and intangible support.
Revenue generation is a cross functional, company-wide process that involves every department and all employees in the organization. TheCEO and the Board of Directors set corporate strategy and everyone else in the organization executes that strategy. We have never observed a situation where the sales organization is in disarray while all the other business segments are humming along with little or no friction. In those rare cases where the failure or underperformance of an enterpriseҳ revenue generation process lies within the sales organization, the appropriate sales executives, managers and sales professionals should be held accountable and should suffer the requisite consequences. Before CEOҳ shoot their sales teams, however, they might want to take a critical look at the entire revenue generation process and how each business segment contributes to or detracts from the success of the process. Like Americaҳ favorite psychologist, Dr. Phil, would advise: Every department in an organization either
contributes to the companyҳ revenue generation process or contaminates it.
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When you first start following a keto diet, overthinking is pretty much part of the package. For better or worse, keto newbies spend a lot of time learning what they can and canҴ eat, meticulously weighing and measuring food, and tracking everything that goes in their mouths. Weighing, tracking, and restricting become understandably tedious after a while. I do know some people who are happy to maintain this level of dietary vigilance for months or even years, but most people fizzle out. Those who donҴ want to return to a more relaxed way of eating like Primal look for a compromise positionס keto diet without all the fuss. This raises the question: is monitoring and careful control of your food intake simply part and parcel of keto, or is it possible to follow a keto diet intuitively? What Does Intuitive Keto Even Mean? Thereҳ an apparent contradiction between eating intuitively and keto dieting. Eating intuitively means listening to your body, honoring the signals it sends you, and not controlling or
restricting your food intake based on external rules. Keto diets come with an inherent set of rules and restrictions. At the very least, keto diets have to be low-carb by definition. In practice, this means there are many high-carb foods that you canҴ eat in any appreciable amount. Even a small serving could interfere with ketosis. Many folks also set parameters around their keto diets, like they have to be gluten-free or sugar-free. As I have explained previously, thatҳ not technically true, but those are common values in the keto community. If your inner voice urges you to eat a couple candy bars, a peanut butter and jelly sandwich on white bread, or even a large bowl of mango, you canҴ comply and still be ketogenic. You canҴ listen to your intuition. Thus, if such a thing as an intuitive keto exists, it has to involve some sort of compromise. That said, I believe when people say өntuitive keto diet,Ԡthey mean keto without all the fuss and micromanaging. That is possible. Lots of people do it by:
Eating mostly animal products, vegetables, nuts and seeds, and fats (all low-carb foods) Eating when they are hungry, not rigidly adhering to a set eating window Allowing hunger to guide how much and how often they eat in any given day Not tracking macros Thatҳ how I would define an intuitive keto diet, anyway, and the definition I'll use for the rest of this post. One could argue, though, that thatҳ neither keto nor intuitive, not really. Eating Intuitively Versus Intuitive Eating Itҳ impossible to talk about intuitive keto without clarifying the difference between eating intuitively and Intuitive Eating (with a capital I-E for clarity). The former is loosely defined as eating according to your bodyҳ hunger cues and desires for different foods. The latter is a specific eating philosophy developed in the mid-1990s by two registered dietitians, Evelyn Tribole and Elyse Resch, that is still popular today. Any kind of purposeful ŠContinue reading Can You Eat an Intuitive Keto Diet?The post Can You Eat an
Intuitive Keto Diet? appeared first on Mark's Daily Apple
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