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About Adele Crane

A leader in Implementation Consulting. CEOs and Managing Directors have relied on Adele Crane to solve challenges with the performance of their sales and marketing since 1990. Her consulting experience in delivering results in 90-120 days is unprecedented by any other known sales and marketing consulting professional in the world. As an author of 3 acclaimed books, appearances on major media, and publications in USA, NZ and Australia, Adele's experience brings fresh thinking and contemporary practices to business.
7 07, 2020

Sales Forces Successfully Responding to the New Sales Environment

By |2020-07-08T11:10:41+10:00July 7th, 2020|Sales Transformation|0 Comments

Responding to the new sales environment and understanding performance expectations is at the forefront of executive's minds. Changing buyer behaviour demands new sales and marketing strategies, resource allocations, and tactical approaches, but questions regarding the effectiveness of such changes remain for the new sales environment. What we do know is, [...]

5 06, 2020

Getting Sales Quota Setting Right

By |2020-06-05T14:39:57+10:00June 5th, 2020|Performance Improvement|0 Comments

Sales Quota setting can often be described as one-part numbers and one-part intuition. Often developed based on attempting to find a balance between last year’s revenue and the expected revenue for the coming year. For many companies, KPIs are standardised and limited to just exceeding sales quota. When announced, sales [...]

26 05, 2020

The Path for Your Sales and Marketing Organisation to the Next Normal

By |2020-06-25T12:48:00+10:00May 26th, 2020|Business Performance|0 Comments

Navigating the current economic climate in Australia can be difficult and predicting the next normal and how buyer engagement and customer loyalty will change brings additional pressure to leadership teams. The one known fact is that Australia’s sales and marketing priorities and processes will not return to 2019, thinking and [...]

31 03, 2020

Reset – Realign – Restart Your Business

By |2020-05-12T09:37:11+10:00March 31st, 2020|Business Performance|0 Comments

With the downward pressure of COVID-19 and pending recession being felt, shifting your thinking to restart your business is a priority. One of the great lessons I learned with businesses going through the 1990 recession, the 2008 recession, and the other major rise and falls, is that business does not [...]

11 03, 2020

Removing the Barrier to New Customer Acquisition

By |2020-03-11T16:54:22+11:00March 11th, 2020|New Markets|0 Comments

When we talk with companies, their biggest challenges are growing revenues through new customer acquisition. Companies have robust records of success with their existing customer base but are confronted with a barrier to securing new customers. To understand why new business is so difficult for some companies, we conducted numerous [...]

24 01, 2020

What is the Time Cost of Hiring Great Sales Candidates for Sales Managers?

By |2020-01-24T15:15:54+11:00January 24th, 2020|Recruitment|0 Comments

According to LinkedIn, the hiring time has nearly doubled since 2010. The notable changes we see are more scrutiny is required of candidates, more expert interviewing techniques required, and often candidates staying put once the negotiation of salary and employer counter-offers arrive. It’s an employee’s market out there, choosing companies with good [...]

6 01, 2020

Does your Sales Commission Plan Motivate and Reward, or Dishearten Your Team?

By |2020-01-06T15:18:00+11:00January 6th, 2020|Compensation Planning|0 Comments

Sales Commission Plans have long been a point of contention both within and outside the sales force for companies. Initially designed to reward performance, the reality for many companies is the commission is a disruption to the culture and performance of the sales team, particularly at the time of paying; [...]

2 12, 2019

Are you experiencing a Sales Shortfall? Should You Back Your Sales Manager For Another Year?

By |2019-12-03T08:08:37+11:00December 2nd, 2019|Sales Management|0 Comments

You are five months into the current financial year, or depending on your reporting cycle, you could be in Q3 or Q4. The results are in, and the trend is not good – sales will not make their conservative targets, and the shortfall is rising over 10% behind. With the [...]

6 11, 2019

Refining Your Pricing Strategies to Avoid Customer Loss

By |2019-11-06T15:33:20+11:00November 6th, 2019|Business Performance|0 Comments

“The moment you make a mistake in pricing, you're eating into your reputation or your profits.” - Katharine Paine Simple pricing increases are often an easy approach to increasing sales revenue when companies need to improve profitability or top-line performance. It’s not a strategy, its more often a reaction. It [...]

7 10, 2019

Is your business surviving or growing?

By |2019-10-07T15:00:19+11:00October 7th, 2019|Business Performance|0 Comments

For a business to survive, growth is an imperative, not an option. Less than one in ten companies succeeds in achieving sustained growth. Even more concerning is the fact that: “70% of CEO/MDs surveyed said they failed to grow due to a lack of management focus. They cited [as the [...]