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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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; [...]
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 [...]
“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 [...]
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 [...]
