Keeping a business focus on key drivers is a high priority for all CEOs and Directors. As the books are closed at the end of the year, you can reflect on your company’s performance for the past twelve months. Trends
The complacent sales leader is one of the greatest risks for CEOs in companies with sales organisations. This is a critical role in any company where sales are driven by the efforts of a sales team making sales calls to
The door of opportunity opens, and rapid growth is on the agenda. It is an exciting time when a company has developed new products and/or discovered new markets that allow it to rapidly expand and grow. These opportunities may occur
Business growth in turbulent markets is the test of any company to not only survive but to grow. Through recession periods like the GFC, (and now COVID) business stability has fluctuated combined with erratic business confidence. Companies are facing sustained
At this time of year, CEOs are looking carefully at their quarterly or end-of-financial-year results, and the writing is on the wall as to the real status of the company. The business results that were planned are not being delivered.
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 in
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
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 it’s black,’ marketing has changed, transformed and become unrecognisable from
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
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