Our Insights

Business sales structure concept
Business Performance Articles for CEOs

Is Your Sales Structure Aligned Correctly?

The impact of a misaligned sales organisation can be challenging through to catastrophic for company’s revenue achievement. To illustrate this, consider a sales force consisting of twenty-five sales people with an average revenue target of $2 million each. If 60% of the sales force meet their revenue target while the remaining 40% perform at only 90% of budget, the resulting revenue shortfall for the business is $2 million per annum that can fall directly to the bottom line profit!

As CEO, you have a critical role in ensuring sales organisation effectiveness and the final responsibility for delivering top line earning growth, which in turn drives the share price that is so integral to many executive packages today. It is your responsibility to understand the dynamics of the business and ultimately communicate and drive the strategies that will profitably grow revenue.

Read More »
Business Performance Articles for CEOs

How to Achieve Consistent Profitable Growth

All business owners have a goal to achieve consistent profitable growth. But for some, the goal eludes them, no matter how hard they work and how many ideas they apply. Growth in itself is difficult, but to then achieve consistent

Read More »
Business Performance Articles for CEOs

Podcast: Looking for Sales Growth? Then Focus!

Sales growth does not come easy for companies and when the results don’t come in, what action can you as CEO or Business Owner take. Do you blame Sales and Marketing or is there an underlying problem? In this great

Read More »
meeting discussing scaling sales revenue business concept
Business Performance Articles for CEOs

The Key Players Who Successfully Scale Sales Revenue

Sales revenue is the reason most companies exist with a growth focus. But to scale sales revenue is another story. Growth and scale are different things. Growth occurs across the business and often means hiring more people. Scaling companies means

Read More »
phone with covid and next normal imagery
Business Performance Articles for CEOs

The Path for Your Sales and Marketing to the Next Normal

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

Read More »
reset, realign, restart concept - word abstract on a napkin with a cup of coffee
Business Performance Articles for CEOs

Reset – Realign – Restart Your Business

With the downward pressure of COVID-19 pandemic and 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,

Read More »
coins piled up with a growth graph overlaying it
Business Performance Articles for CEOs

Refining Your Pricing Strategies to Avoid Customer Loss

“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.

Read More »
people climbing over wall as a metaphor to business survival or business growth in a survival race
Business Performance Articles for CEOs

Business Survival or Business Growth?

Business Growth is the reason company owners and executives exist; its the focus of their efforts. For a business to survive, growth is an imperative, not an option. Less than one in ten companies succeed in achieving sustained growth. Even

Read More »
Businessman looking under bonnet of car to see why it stalled
Business Performance Articles for CEOs

Why is my sales machine stalling?

It’s widespread frustration and for a good reason when your sales machine stalls. All too frequently, the contributors—sales talent, front-line management, marketing—produce inconsistent and unpredictable results, leading to unsatisfactory sales performance and higher risk. CEOs take steps to gain control

Read More »
Businessman looking at screen with sales revenue failure results
Business Performance Articles for CEOs

Sales Revenue Failure: What CEOs Need To Know

Sales Revenue is the lifeblood of any business and when sales revenue failure occurs, companies jump to simple and often ineffective solutions. CEOs have for many years focused on functional improvements in areas such as operations, logistics, and finance where

Read More »