Per Sjofors

CEOs in Technology on Ulitzer In this article, we will examine three of the most common and deadly mistakes companies make - mistakes that can be easily rectified. If you recognize any of these mistakes in your business, you can and should take immediate corrective action. Mistake #1 - Compensate Your Salespeople Based On Revenue We all know the phrase “compensation drives behavior.” Companies that compensate their salespeople based on revenue will find themselves under constant downward pricing pressure. Salespeople will focus on driving revenue only, and solely getting the deal, regardless of the price. Worst of all, they will respond to customer objections with offers of greater discounts. They will spend more time trying to convince management that they need more discounts, and that lower prices are needed, than they will reinforcing the value the product del... (more)

Seven Warning Signs Your Company Won’t Survive

CEOs in Technology on Ulitzer In these difficult times are you doing enough for your business? Will you bring excuses to the next board meeting or can you justify and demonstrate that you have taken control of your business' performance. Companies with flawed pricing strategies are easy to spot: they are never the market leader, they always struggle, they are always the runner up, and they have revolving doors at the executive suite. Fortunately, you have a choice and this article will guide you towards a better fate and a higher chance of surviving the current economy. Atenga i... (more)