16 05, 2019

How CEOs can Future-Proof Their Sales Organisation and Achieve Sales Goals

By |2019-05-29T12:07:56+10:00May 16th, 2019|Strategy Execution|0 Comments

Can CEOs really future proof sales to deliver results in competitive markets? CEOs of companies that did not achieve sales goals are working out quickly that old practices and old sales thinking just doesn’t work now. It's not just a case of work harder or having a better product; it’s [...]

5 07, 2018

Who will own your Revenue Improvement Plan?

By |2018-09-03T15:10:21+10:00July 5th, 2018|Strategy Execution|0 Comments

As a CEO, you must continually seek ways to increase revenue and having a well-planned approach that has defined outcomes is core to achieving your company strategy. When the strategy is set, the next step is for a revenue improvement plan related to marketing and sales. An improvement plan is [...]

2 01, 2017

The Key to Sales Strategy Execution

By |2017-01-02T12:38:34+11:00January 2nd, 2017|Strategy Execution|0 Comments

With a new year starting the timing is right to shift the focus to executing your sales strategy with precision and achieving the planned outcomes. The tolerance for under performance is diminishing each year as companies understand that sales is a science not an art form and good planning and [...]

24 05, 2016

Connecting Strategy Formulation And Strategy Implementation

By |2016-06-30T13:37:20+10:00May 24th, 2016|Strategy Execution|0 Comments

The value of a good strategy is only known when implementation its completed effectively. For many companies, the issue of implementation is a re-occurring decay on the businesses growth as it continues to fail to reach its deliverables. Strategy can fail in implementation for a number of reasons including: Failing [...]

2 03, 2016

Writing Sales Strategy and Execution

By |2016-06-14T15:04:33+10:00March 2nd, 2016|Strategy Execution|0 Comments

Companies continue to struggle with the need for well-defined sales strategy that are executed timely to the market. With customer behaviour changing, the demand on how sales operates has shifted and sales leaders often struggle to adjust. Sales Focus International's research in 2009 and 2012 demonstrated sales leaders struggle with [...]

18 08, 2015

Connecting Sales Strategy & Execution

By |2016-06-14T14:24:35+10:00August 18th, 2015|Strategy Execution|0 Comments

The connection between sales strategy and execution is often poorly managed. As the CEO, you may wonder if addressing sales strategy execution is within your control. You are busy running the business. But it is important, the strategy is useless if it is not executed. The challenge for a CEO is sales strategy [...]

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 [...]

20 01, 2015

Sales Strategy Excellence – Is Your Sales Team Flying Blind?

By |2016-05-19T15:43:48+10:00January 20th, 2015|Strategy Execution|0 Comments

It is the beginning of the calendar year, and companies are finalising end of the year and quarterly results. Some companies will excel, whilst others scrutinise lines of red on revenue reports. Your sales management team have a direct impact on business results. With over two decades of facilitating sales [...]

8 12, 2014

Sales Enablement Means the Success of your Sales Team?

By |2016-05-19T15:07:22+10:00December 8th, 2014|Sales Transformation, Strategy Execution|0 Comments

Sales team success occurs from more than just relationships and a good brand name. That supports only 5% of the sales population and for the rest they require much more from their company. Sales is not unlike any other area of your business, contrary to popular rhetoric. Established effective business [...]

16 09, 2014

What Role Should the CEO Play in Driving Sales Performance Improvement?

By |2018-09-13T11:24:40+10:00September 16th, 2014|CEO Briefings, Strategy Execution|0 Comments

As Chief Executive Officer (“CEO”) you are the person leading the development and execution of the company’s long-term strategy with a view to creating shareholder or owner value. Your leadership role also entails ensuring all day-to-day management requirements are met for implementing the company’s long and short-term plans. Your key [...]