Does your company’s sales culture undermine sales plans and delivering results? For many years, the focus has been on cost-cutting, and CEOs capable of making deep cuts and improving profitability were considered the leaders. Times have changed. Now, the talent
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
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 don’t work now. It’s not just a case
There are many stories of promoting a top seller to a sales manager only to find them floundering and unable to deliver the overall sales number. With loyalty to the incumbent, companies will invest anywhere from two to five years,
Sales Revenue is the lifeblood of any business, and when sales revenue failure occurs, companies jump to simple and often ineffective solutions. For many years, CEOs have focused on functional improvements in areas such as operations, logistics, and finance, where
So, you need to hire a new sales manager? You are looking for the person with the magic skill who will deliver consistently over sales quota results, month on month, quarter on quarter — a person who will be a
What does marketing actually deliver to sales, and how can you improve marketing performance and contributions? Many companies leave their marketing strategy as an afterthought or dismiss it altogether. It is understandable why companies operate this way, as often sales
A sales improvement review is a structured external audit of sales management practices and outcomes to identify areas for growth. By analysing sales figures, team behaviours, and management planning and practices, the sales improvement review can assist companies identify weak
Many companies effectively limit their ability to increase sales by taking a passive approach to their sales organisation. With only 17% of CEOs coming from a sales background, it is an area of the business that many are reluctant to
Have you ever scrutinised what your sales manager is actually doing throughout each day? You may be surprised when you do. The sales manager role has a direct influence on your company’s profitability, although, for many businesses, the sales manager