Comments on: EMEA Telcos Missing Out on GBP2.15 Billion Due to Poor Sales Management? http://leapcomp.com/2009/02/emea-telcos-missing-out-on-gbp215-billion-due-to-poor-sales-management.html Mon, 21 May 2012 16:24:17 +0000 http://wordpress.org/?v=2.6 By: admin http://leapcomp.com/2009/02/emea-telcos-missing-out-on-gbp215-billion-due-to-poor-sales-management.html#comment-4061 admin Thu, 05 Feb 2009 13:16:31 +0000 http://leapcomp.com/?p=794#comment-4061 Hehe! Thanks for clearing this up. We can absolutely agree on the big picture. I discussed the efficiency savings portion of the article, but as it points out, there are also significant revenue gains to be made as well. Hehe! Thanks for clearing this up. We can absolutely agree on the big picture.

I discussed the efficiency savings portion of the article, but as it points out, there are also significant revenue gains to be made as well.

]]> By: Jock Breitwieser http://leapcomp.com/2009/02/emea-telcos-missing-out-on-gbp215-billion-due-to-poor-sales-management.html#comment-4053 Jock Breitwieser Thu, 05 Feb 2009 05:47:45 +0000 http://leapcomp.com/?p=794#comment-4053 Hey Julien, Do you know this one: what happens when two lawyers, three PR-flacks and two marketing people write a press release? I think you’ve just seen the result… Since I caused the confusion, let me be the one to clear things up. The release speaks about “sales costs,” “compensation spend” and money “spent on sales” interchangeably. We always meant “incentive compensation,” but we obviously weren’t clear enough and shouldn’t have used the terms synonymously. My bad and you’re right to call us on that. What’s more important though is the bigger picture: companies need to understand that incentive compensation done right is absolutely mission critical and can yield very substantial savings. Depending on the size of company we’re talking about millions of $. This applies in particular to telecommunications, financial services and other verticals, where competition is fierce. Our objective was to show these huge proportions. And we wanted to highlight what it actually costs companies to ignore the issue or patch it up with Excel, a homegrown system or similar approaches. No matter what SPM solution companies end up buying, the strategic value and the immense savings are what we wanted to call out. I think we can probably agree on that, right?! Hey Julien,

Do you know this one: what happens when two lawyers, three PR-flacks and two marketing people write a press release?

I think you’ve just seen the result…

Since I caused the confusion, let me be the one to clear things up.
The release speaks about “sales costs,” “compensation spend” and money “spent on sales” interchangeably. We always meant “incentive compensation,” but we obviously weren’t clear enough and shouldn’t have used the terms synonymously. My bad and you’re right to call us on that.

What’s more important though is the bigger picture: companies need to understand that incentive compensation done right is absolutely mission critical and can yield very substantial savings. Depending on the size of company we’re talking about millions of $. This applies in particular to telecommunications, financial services and other verticals, where competition is fierce. Our objective was to show these huge proportions. And we wanted to highlight what it actually costs companies to ignore the issue or patch it up with Excel, a homegrown system or similar approaches.

No matter what SPM solution companies end up buying, the strategic value and the immense savings are what we wanted to call out.

I think we can probably agree on that, right?!

]]> By: Kerek Taylor http://leapcomp.com/2009/02/emea-telcos-missing-out-on-gbp215-billion-due-to-poor-sales-management.html#comment-4052 Kerek Taylor Thu, 05 Feb 2009 04:37:46 +0000 http://leapcomp.com/?p=794#comment-4052 You're not confused. You would need the percentage comp cost of sales and a little more detail on the 5% to support the premise. But I'm with you the 310 USD number sounds pretty good as well. Kerek Taylor You’re not confused. You would need the percentage comp cost of sales and a little more detail on the 5% to support the premise.

But I’m with you the 310 USD number sounds pretty good as well.

Kerek Taylor

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