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How to Hire a good Sales Person. Sales is the oxygen of a product marketing company. Organizations succeed when sales and revenue targets are met. When sales aren’t firing from all its cylinders the organization is saddled with lower capacity utilization and higher fixed cost, higher inventory of finished goods / raw material and fully utilized working capital limits. In such a situation the sales team end up attributing the weak results to (m)any of these - Aggressive competition, Higher market spends & promotion schemes, Better advertising and spend, Superior competition product. Under these circumstances, crafted strategy often ends up with recommendations such as redesigning sales incentives, increase the sales head count, increased advertising spend, higher discounts and attractive payment terms. All of these are usually the right levers to play and might yield results but end up draining the organization resources when the “Sales team” is weak. A weak sales team e...

Are you in the business of Consulting? Are you looking for a Business Consultant to scale your SME business? If you are an SME, the framework below gives you an insight into what are the non-business challenge that a consulting company would face when they come on board. Be aware and don't let these affect your consultant. Your results will come faster. If you are a consulting firm, expect these challenges depending upon what kind of SME is your client. SME in India contribute to 45% of Industrial output and 40% of India's exports. As India marches to the $5 trillion economy by 2025, major impetus is given to SME sector in India. So SME are likely to create more employment opportunities and business opportunities.                   Enterprise Evolution / Management / Proof of Concept (P0C) Promoter’s problem in scaling up Promoter’s mindset in engaging a Management Consult...

What's the role of your Website? Designing a great website – A primer. A great design starts with a great purpose. Let’s first answer the question “What’s the role of your Website”? Digital is an important element of any business growth story. Entrepreneurs form their company and immediately want their Digital platforms like Website / LinkedIn / FB / Twitter account to be in place. Among various Digital elements, this blog will focus on the Website, its role and what constitutes a successful one? Let’s answer the two questions. What’s the role of a website? Is it to have a digital identity, provide information to seekers (your Customers / Employees / Potential hire / Vendors), or is it to grow the business by generating leads, transact business? As you notice, it can be (m)any or all and more. Having this clarity is important as the user can be different. What a customer may look for in a Website is different for what a potential hire is looking for.   A custom...

Uber - Who is happy and Who is worried? During my business trips to other cities in India, I rely on UBER and it hasn’t let me down. For starters, I average 10 UBER rides a week minimum (no pooling). I have traveled in the best maintained cars to the ones where shock absorbers do a role reversal of giving you back, cars with AC vents that can leave you infected. Being a Business Consultant, I often engage the drivers / owner cum driver, curious to understand the economics and their satisfaction of partnering with UBER for their earning. This conversation with a random set of drivers may not make sense statistically, but my understanding is gathered over talking to at least 300 drivers over the last 1 year. All of them concurred gingerly and unanimously, that their trips per day have reduced owing to the large fleet of UBER and OLA on road. Couldn’t find a better example of the investment guru WARREN BUFFETT’s prophetic statement, “When everyone gets greedy - you get cautious a...