Capturing Post-Merger Value from Commercial Integration
Most companies inadvertently leak post-merger value when they stumble into one of seven common commercial integration traps.
Sales Incentives Are Powerful, So Use Them for Good
While Wells Fargo's sales incentive plan wrought evil, a thoughtful plan can trump all other sales-enhancement efforts.
To Drive Growth, Ask Sales Better Questions
CFOs can lead the sales conversation by employing a set of metrics that drill down into customer segmentation, pricing discipline and territory growth.