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The latest insights, ideas, and perspectives from Sales Focus Advisory. Explore a cross-section of up-to-date content on Sales Improvement, Business Growth, Recruitment, and Digital Marketing.

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7 10, 2019

Business Survival or Business Growth?

By |2020-08-20T10:46:05+10:00October 7th, 2019|Business Performance Articles for CEOs|0 Comments

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 more concerning is the fact that: “70% of CEO/MDs surveyed [...]

29 07, 2019

Why is my sales machine stalling?

By |2020-09-11T10:31:02+10:00July 29th, 2019|Business Performance Articles for CEOs|0 Comments

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 of the sales machine but can be challenged with the [...]

16 05, 2019

How CEOs can Future Proof Sales and Exceed Sales Goals Consistently

By |2020-08-19T14:13:38+10:00May 16th, 2019|Sales Strategy Execution Articles|0 Comments

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 doesn’t work now. It's not just a case of work harder or having a better product; it’s [...]

17 04, 2019

Can You Promote a Top Seller to Sales Manager Successfully?

By |2020-09-09T14:35:57+10:00April 17th, 2019|HR Management Articles|0 Comments

There are many stories of promoting a top seller to 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 carrying a failing sales manager that has been internally promoted. Is [...]

19 03, 2019

CEOs Ask – What are the 10 Things I Should Know Before Hiring a Sales Manager

By |2020-09-09T14:11:11+10:00March 19th, 2019|Sales Recruitment Articles|0 Comments

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 great contributor to your sales organisation talent and growth of [...]

13 02, 2019

Improve Marketing Contributions to Your Company’s Performance

By |2020-08-19T14:19:58+10:00February 13th, 2019|Marketing and Sales Alignment Articles|0 Comments

What does marketing actually deliver to sales and how can you improve marketing 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 efforts were instrumental in the initial growth of the company. Over time [...]

3 01, 2019

Sales Revenue Failure: What CEOs Need to Know

By |2020-08-21T16:28:23+10:00January 3rd, 2019|Business Performance Articles for CEOs|0 Comments

Sales Revenue is the lifeblood of any business and when sales revenue failure occurs, companies jump to simple and often ineffective solutions. CEOs have for many years focused on functional improvements in areas such as operations, logistics, and finance where there are a set of repeatable processes that result in [...]

21 11, 2018

4 Ways CEOs Can Proactively Increase Sales

By |2020-09-10T09:39:49+10:00November 21st, 2018|Business Performance Articles for CEOs|0 Comments

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 approach. No matter how patched up or sputtering that engine [...]

5 11, 2018

Sales Management or Sales Crisis Management

By |2020-09-11T14:04:47+10:00November 5th, 2018|Sales Management Articles|0 Comments

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 is consistently involved in tasks that do not contribute to [...]

8 10, 2018

Newly Appointed Sales Leader Fails

By |2020-09-09T15:37:19+10:00October 8th, 2018|Sales Force Management Articles for CEOs|0 Comments

Recently sitting in a review meeting with a CEO of an industrial products business, we were joined by his newly appointed sales leader. The aim of his attendance being to discover the findings and priority of the sales leader following his first weeks in the role and tour of all [...]

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