Archive | March, 2008

Timing of Blogs

One of the advantages of using WordPress for my blog is it has a decent amount of built-in reporting. For example, WordPress ranks entries by the total number of page views since they were first posted. Unfortunately, the built-in reports are limited to last 7 Days, 30 Days, Quarter, Year, and All Time. This means it’s difficult…

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Measuring (Lack of) CRM Usage

One of the most common complaints about customer relationship management (CRM) systems is that individual reps don’t use them. This isn’t very surprising to me, as many CRM deployments are designed to give visibility to management or to streamline the ops person’s ability to forecast, rather than to add value to the individual rep. Organizations try…

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Measurement Missteps

Although I don’t get to do it nearly as much as I used to, one of my favorite parts of my job is helping organizations avoid measurement missteps. My focus is on strategy articulation, not strategy formulation. While other consultants focus on helping organizations figure out where they should go, I use performance management techniques to make…

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