Skip to content

Our Insights

person drawing boxes for oganisational chart for sales capacity planning
Business Performance Articles for CEOs

Can Capacity Planning Work in Sales?

Sales capacity planning is a discipline in business that has the capability of adding percentage points of profit to EBITDA. The company’s operational areas are well versed in capacity planning for manufacturing, production, and distribution. Much work has been done

sign for smart sales analytics
Sales Force Management Articles for CEOs

Smart Sales Analytics For Growth

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

Illustration of Marketing Automation Content Strategy
Marketing and Sales Alignment Articles

Marketing Automation Content Strategy

A marketing automation content strategy is a combination of tactics that nurture, produce leads, and transform sales. Since Henry Ford’s infamous comment ‘you can have any colour as long as its black’ marketing has changed, transformed and become unrecognisable from

Sales Force Management Articles for CEOs

Hiring a New Sales Manager?

A new sales manager is often seen as your opportunity to achieve growth, but gaining a commitment to delivering growth is not where you need to be focusing your attention. Every sales manager you interview will give you a growth

Execuses in the Procrastination Sales Trap
Business Performance Articles for CEOs

The CEO Procrastination Sales Trap

The procrastination sales trap that derails your strategy implementation 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

Snake and apple metaphor for sales manager sins
Sales Management Articles

Seven Deadly Sales Manager Sins

These are seven deadly sales manager sins that decay sales performance and leave a lasting problem for companies. For the past two decades, I have worked to turn around many struggling sales forces. When first approached by CEOs the conversation

Sales Transformation
Sales Transformation Articles

I Want to Lead a Sales Transformation

Your company has been under the pressure of competitors and market changes for several years. You have made the usual moves of cutting costs, changing suppliers, looked for innovation in products and services, and the pressure is still building. There

Balancing Risk and Reward of a sales incentive plan
Compensation and Sales Incentive Planning Articles

Sales Incentive Plans that Undermine Success

Sales Incentives plans or schemes can have the opposite effect to what you originally planned. Compensating salespeople can be one of the most significant challenges sales managers face when determining an effective selling strategy. It can determine sales rep’s responses to

large blue launch button
New Markets and Products Articles

When New Product Launches Fail

New product launches can be very exciting times for a company. They quickly become shiny new toys and, as such, become the focus of sales, marketing, and other stakeholders. Resources are devoted to its launch, and they are seen as

Goldfish swimming other direction showing smart sales management
Sales Management Articles

Smart Sales Management for Competitive Markets

It is important sales management accepts that participating in change is not an option as it affects their industry and company. Smart sales management swims against traditional thinking and modernises. In the face of overwhelming change and diversity in the

Follow us to receive new insights

Join Our Insights Newsletter

Our Insights Categories

Become a Guest Blogger