Aurochs Solutions

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Category: Commercial Excellence

Commercial Excellence

MBO (Management by Objectives) as a strategic tool

Management by objectives (MBO); strategic model with clear objectives agreed to by management and employees with an aim to improve the organization’s performance. They are also known as management by results (MBR) and were first popularized by Peter Drucker in his 1954 book, “The Practice of Management”

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Business Intelligence

Has time come to change the way you manage your sales incentives?

Sales Operations / Commercial Excellence plays a critical role in any organization as they draw insights from the unstructured and unorganized information to improve the overall ROI and efficacy of sales & marketing spend. Inflexibility & rigidity of their existing incentive compensation system has been a major hurdle in this process. This leads to increased dependence on solution providers and impedes the overall outlook towards changing existing IC ecosystem. This blog speaks about similar challenges and the desired state one should try to achieve.

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Sales incentive payout curves
Commercial Excellence

Different types of sales incentive payout curves explained

During a highly fluid and uncertain global business situation it’s imperative for businesses to design their payout curves right. Basis of the nature of business and markets we operate in there are different types of curves that do justify every sales reps performance. This article walks you through different types of payout curves and helps you choose the best one for your business.

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