A Post-Sale Discount is one you voluntarily offer after the customer has already agreed to buy. Before you shake your head and say “I never do that”, think for a moment and analyze the way discounts operate in your sales process. It’s a more frequent problem than you might think, and it may be a feature of the way you run your business.
 
I am happy to pay referral commissions to people who bring me business but I hate paying out commissions for longer than a year.  This may seem like common sense, but I was very surprised during a conversation I was having at a board meeting with ten of my clients to learn that a number of them were paying for referrals under multi-year commission agreements.
 

Face Time Measurement   

We keep hearing how millennials like to do everything digitally and that the era of face-to-face communication is dead. When his obituary was published prematurely, Mark Twain famously said: ‘the reports of my death are greatly exaggerated’, and this may be true here too.