Posted by Ed Carroll on Sunday, June 19, 2011
The methods for evaluating sales performance can take many different forms. You can look at performance on a company basis and compare it to the previous year (hopefully your revenue is growing). You can look at sales performance on segment basis and compare it to a plan. If you are looking at resource performance you can look at the sales team performance to quota. And you can drill down to an individual level to measure how individuals are doing compared to quota.
All of the methods mentioned will allow you to measure sales performance. And depe
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Posted by Ed Carroll on Monday, September 27, 2010
What’s the difference? It depends on who you ask.
In recent months there have been a number of blog postings focused on the subject of TCO (total cost of ownership) for MPS opportunities. In most cases the author’s belief is focusing on TCO, and not on CPP, is the best way to distinguish yourself from your competition. Most articles will compared the components of both CPP and TCO, and some will suggest that CPP programs only focus on supplies, parts and service and TCO focuses on all the true costs of managing the fleet: Items like paper, IT support, network cost, etc.
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Posted by Ed Carroll on Wednesday, April 28, 2010
One of the areas I see MPS professionals struggle with in managed print services is the area of explaining the difference between what a prospect has spent on cartridge for a period of time, versus what the professional has determined to be the toner expense based on usage. Many times they want to use the prospect’s spent amount in their assessment /review as the basis for calculating current output costs.
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Posted by Ed Carroll on Tuesday, April 28, 2009
Continuously working with business throughout the year gives us the opportunity to observe the practices of the successful ones and identify areas that we all could improve upon.
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