Measuring Sales Performance

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

→ Read more

June's sd|webEd - our free monthly education webinar series

Posted by Kelli Jones on Monday, June 13, 2011

Be sure to check out the topics for sd|webEd, our monthly free educational webinar series:

Selling Services to the CFO

Gain insight into the CFO decision-making process regarding managed services and managed print services. According to Gartner Inc, CFOs are playing a bigger role in IT decisions than in the past.

→ Read more

Strategy Development Schedules BTA Workshops for March in Chicago: SMU, MPS Sales, and MPS Operations & Service

Posted by Kelli Jones on Monday, January 24, 2011

We are conducting the BTA Service Management University on March 10-11, along with the award winning BTA Managed Print Services (MPS) Sales Workshop on March 8-9, concurrently with the BTA MPS Operations and Service Workshop on March 8, 2011.  All of the classes will be held at the SpringHill Suites Chicago O’Hare. 

BTA Service Management University is designed specifically for service leadership (vice president, director, service manager, or service supervisor), to learn how to s

→ Read more

Strategy Development Schedules Award Winning BTA MPS Back Office and Sales Training Classes for December in Philadelphia

Posted by Kelli Jones on Tuesday, October 19, 2010

We are conducting our award winning BTA Managed Print Services (MPS) Operations and Service Workshop on December 8, concurrently with BTA MPS Sales Workshop on December 8-9, in Philadelphia. These courses meet the training requirements of the Kyocera Certified MPS Dealer Program.

→ Read more

Does your MPS program focus on CPP or TCO?

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.

→ Read more

Introducing WebEd: A monthly educational webinar series

Posted by Kelli Jones on Monday, August 16, 2010

This month Strategy Development is launching WebEd, a free educational webinar series to provide monthly training for sales, operations, and service professionals.

→ Read more

Is cartridge spend and toner usage one in the same?

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.

→ Read more

Don't Overlook the Hand that Feeds You

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.

→ Read more