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The latest insights, ideas, and perspectives from Sales Focus Advisory. Explore a cross-section of up-to-date content on Sales Improvement, Business Growth, Recruitment, and Digital Marketing.

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6 08, 2020

How to Hire Top Sales Performers Who Delivers Sales Goals

By |2020-09-10T09:47:51+10:00August 6th, 2020|Sales Recruitment Articles|0 Comments

Everyone has a goal of hiring a top sales performer but the reality is many don't succeed. Making a bad sales hire has a huge cost to a company. They are considered one of the hardest roles to fill and hold the #1 most in-demand role out of all job [...]

7 07, 2020

Sales Forces Successfully Responding to the New Sales Environment

By |2020-08-19T14:27:39+10:00July 7th, 2020|Sales Transformation Articles|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 |2020-09-09T15:58:11+10:00June 5th, 2020|Sales Performance Improvement Articles|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 |2020-08-19T14:29:38+10:00May 26th, 2020|Business Performance Articles for CEOs|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 |2020-09-11T08:33:07+10:00March 31st, 2020|Business Performance Articles for CEOs|0 Comments

With the downward pressure of COVID-19 and pending recession being felt, shifting your thinking to realign and 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 [...]

11 03, 2020

Removing the Barrier to New Customer Acquisition

By |2020-08-19T14:26:03+10:00March 11th, 2020|New Markets and Products Articles|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 |2020-09-11T08:39:50+10:00January 24th, 2020|Sales Recruitment Articles|0 Comments

Have you ever considered the cost of hiring? 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 [...]

6 01, 2020

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

By |2020-08-19T15:21:54+10:00January 6th, 2020|Compensation and Sales Incentive Planning Articles|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?

By |2020-08-14T16:19:56+10:00December 2nd, 2019|Sales Management Articles|0 Comments

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

6 11, 2019

Refining Your Pricing Strategies to Avoid Customer Loss

By |2020-08-19T14:32:42+10:00November 6th, 2019|Business Performance Articles for CEOs|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 [...]

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