Fixing the Root Causes Behind Rogue Salespeople
Paul Hunt, the President of Pricing Solutions, Exposes the Real Problems Behind Rampant Discounting in the Field
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. But out-of-control discounting and high numbers of exception requests are often just symptoms of other issues. In this expert interview with Paul Hunt of Pricing Solutions, you will learn:
- Why so many companies believe they have a problem with their sales force...and why they are so often wrong.
- The two big problems that are often at the heart of rampant discounting and high numbers of exception requests.
- How to position changes to the underlying pricing architecture so that salespeople can recognize personal benefits.
- How to diagnose the real problems and get management support and buy-in for the necessary corrective actions.
This interview is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Price Segmentation Self-Assessment
Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.
View This Tool -
Leveraging Peer Pressure To Boost Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
View This Tutorial -
Taking Lessons from a Serial Revenue Marketer
Turning a marketing function into a revenue-generating machine is no small task. But it's something Liz McClellan has done more than once. In this expert interview, Liz speaks frankly about her latest marketing transformation.
View This Interview -
Digging for Gold by Analyzing Wins and Losses
How many companies really understand why they lose deals...or why they win? In this expert interview, Rick Reynolds of AskForensics discusses lessons learned from win/loss analysis of nearly $12 billion worth of business.
View This Interview
