The Commercial Environment: Pt 2 - The Subtle Deviation
In the minimalist model, the comparator functions qualitatively, taking in the feelings of the salesperson on the basis of the feedback of the outcome. When the outcome is good, the salesperson takes all of the credit, the glory and the bonus. The opportunity for deeper understanding of the commercial environment is missed.
The Commercial Environment: Pt1 - An Uncontrolled System
Sometimes, occasionally, a customer will be in a position to 'help out' by placing an order before they were going to. This is an act of charity, not the outcome of a strategy. When begging for charity is the plan, its worth stepping back and assessing what has gone wrong.