Check out our other great knowledge resources:
eBooks – on Improving Sales Performance
Books – Top Selling Books on Sales Improvement and Sales and Marketing Alignment by Adele Crane
Case Studies – completed assignments around the world
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
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 [...]
