Responding to the new sales environment and understanding performance expectations are 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
Setting Sales Quota and KPIs – measurements for growth Setting Sales Quota and KPIs 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
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
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 from businesses going through the 1990 recession, the 2008 recession,
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
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 of candidates, more expert interviewing techniques required, and often candidates staying put once the
Does your Sales Commission Plan Motivate and Reward, or Dishearten Your Team? 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
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
“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.
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