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 [...]

28 06, 2017

Flatlining? It’s Time to Change Your Thinking about Sales Organisation Modelling

By |2018-08-28T14:09:12+10:00June 28th, 2017|Performance Improvement|0 Comments

The new financial year is looming for many companies. If your company has flat lined in top line revenue, or increased only by a nominal rate of say 5%, its time to reconsider your sales organisation model. Why your organisation model matters? The structure of your sales organisation defines the [...]

4 07, 2016

Did You Deliver Over Sales Revenue Goal Results?

By |2018-09-13T14:37:57+10:00July 4th, 2016|Performance Improvement|2 Comments

For many companies across Australia, the end of the financial year has arrived; the sales revenue results are final. Depending on the overall number delivered, some companies will be celebrating while others will be quietly frustrated (or loudly) that the planned number did not come in. The one biggest mistake [...]

16 05, 2016

Smart Metrics Lead to Growth

By |2016-06-14T14:21:03+10:00May 16th, 2016|Performance Improvement|0 Comments

While there is a lot of conversation about strategy and tactics, growing a business requires more than just people skill. Importantly growth is about math and managing by the numbers to ensure people are applying their skills appropriately, particularly with salespeople. All too often we find companies with loyal salespeople, [...]

6 04, 2016

How to Hit a Profitable Home Run in the Last Quarter

By |2016-06-14T14:23:08+10:00April 6th, 2016|Performance Improvement|0 Comments

The financial year is drawing to a close; is your sales revenue lagging behind target? Do you accept being 10-20-30% short of profitable planned goals?  Do you think we failed less this year? If you do, you are setting yourself for failure this year and in the next financial year too. [...]

4 01, 2016

What is Your Focus for this New Business Year?

By |2018-09-17T09:18:59+10:00January 4th, 2016|Business Performance, Performance Improvement|0 Comments

As the books are closed on end of year, you can reflect on your company’s performance for the past twelve months. Trends can be seen in how the business is operating and it is a time for CEOs and Directors to review, digest and plan for the year ahead or [...]

11 10, 2015

Aligning Sales and Marketing

By |2018-09-17T09:30:06+10:00October 11th, 2015|Performance Improvement|0 Comments

Aligning Sales and Marketing has an immediate impact on how to increase business performance Historically sales and marketing have struggled to work well together, at great expense to many companies. The disconnect between the two groups is so deeply ingrained that their arguments sound nearly clichéd at this point. Sales organisations [...]

29 05, 2015

Smart Money to Achieve Sales Results

By |2018-11-21T15:10:26+11:00May 29th, 2015|Performance Improvement, Profit Improvement|0 Comments

The challenge for companies today is having access to information and processes that assist in driving the right behaviours in sales forces that ultimately deliver growth. The sad fact is that only a small number of companies achieve what they planned in any given year. The ability to deliver over [...]

14 04, 2015

The CEO Procrastination Sales Trap

By |2016-06-14T14:51:28+10:00April 14th, 2015|Performance Improvement, Strategy Execution|0 Comments

Sales team procrastination that derails your strategy As CEO, you are responsible for the delivery of strategy and revenue, which forms part of a three or five year plan. At the commencement of the year, there is a sense of urgency for results as it directly affects your cash flow [...]

17 02, 2015

Sales Management for Competitive Markets

By |2016-06-14T14:34:58+10:00February 17th, 2015|Performance Improvement|0 Comments

It is important sales management accepts that participating in change is not an option as it affects their industry and company. In the face of overwhelming change and diversity in the competitive landscape, it is often difficult to predict the future with any certainty. As such, sales management must have the [...]