As CEO, you have just received your third negative quarterly report, and the numbers are coming in all red. The sales team’s performance is in question as they are not hitting their numbers again, and the actions outlined by the
You have identified that there is a sales and or marketing transformational change project that will positively impact your revenue projections when delivered. From previous experience, you know that the implementation of similar projects have suffered and produced less than
Ever wondered why sales force measurement is met with resistance? Here is a great example of why the culture exists. For many years, sportspeople were seen as gifted talent, something that cannot be trained, measured, or improved. It was just
Sales management must adapt to the new markets and embrace other views for growth achievement. The markets are changing, and the game is changing for companies and their sales management. The tell-tale signs are no longer subtle as companies face
Getting your team to focus on the right customers and elements of your strategy can be difficult. Your compensation plan can be a great tool to assist you in getting your strategy implemented and the sales results you want. Companies
What is the value of an effective sales manager to your business? A question of the value of an effective sales manager is one that many CEOs consider when they are looking at lack-lustre results or high staff turnover in
Your sales organisation can define how contemporary and competitive your company will be in changing markets. Customer buying behaviour has altered both within company processes and psychologically and companies need to be aware of how those changes will affect them
Without a sales operations specialist or sales enablement person in your team, it can hold your company back. To put this in perspective, you can ask yourself, ‘What do we require from the sales department?’ If you have answered yes
As sales and marketing organisations have become more advanced and often complex, sales measurement goes beyond the traditional reports that companies have become familiar with. As a CEO, you are most likely reviewing the revenue report daily. What revenues have
Will Replacing your Sales Manager Solve your Sales Performance Problems? This is the question faced by CEOs when the sales organisation is underperforming. They may have had faith in the current incumbent originally, but the numbers are just not coming