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man using sticky notes to work on sales quota setting for team members
Sales Performance Improvement Articles

Getting Sales Quota Setting Right

Setting Sales Quota and KPIs – measurements for growth Setting Sales Quota and KPIs can often be described as one-part numbers and one-part intuition. Often developed based on attempting to find a balance between last year’s revenue and the expected

phone with covid and next normal imagery
Business Performance Articles for CEOs

The Path for Your Sales and Marketing to the Next Normal

Navigating the current economic climate in Australia can be difficult and predicting the next normal and how buyer engagement and customer loyalty will change brings additional pressure to leadership teams. The one known fact is that Australia’s sales and marketing

reset, realign, restart concept - word abstract on a napkin with a cup of coffee
Business Performance Articles for CEOs

Reset – Realign – Restart Your Business

With the downward pressure of COVID-19 pandemic and recession being felt, shifting your thinking to realign and restart your business is a priority. One of the great lessons I learned with businesses going through the 1990 recession, the 2008 recession,

businessman extending hand in new customer acquisition
New Markets and Products Articles

Removing the Barrier to New Customer Acquisition

When we talk with companies, their biggest challenges are growing revenues through new customer acquisition. Companies have robust records of success with their existing customer base but are confronted with a barrier to securing new customers. To understand why new

Businessman working out cost of hiring late at night
Sales Recruitment Articles

What is the Time Cost of Hiring for Sales Managers?

Have you ever considered the cost of hiring? According to LinkedIn, the hiring time has nearly doubled since 2010. The notable changes we see are more scrutiny is required of candidates, more expert interviewing techniques required, and often candidates staying put once

man receiving sales commission plan cheque
Compensation and Sales Incentive Planning Articles

Sales Commission Plans Can Have a Negative Effect

Does your Sales Commission Plan Motivate and Reward, or Dishearten Your Team? Sales Commission Plans have long been a point of contention both within and outside the sales force for companies. Initially designed to reward performance, the reality for many

sales shortfall metaphor of someone helping a person up a cliff face
Sales Management Articles

Are you experiencing a Sales Shortfall?

Should You Back Your Sales Manager For Another Year? You are five months into the current financial year or depending on your reporting cycle, you could be in Q3 or Q4. The results are in, and the trend is not

coins piled up with a growth graph overlaying it
Business Performance Articles for CEOs

Refining Your Pricing Strategies to Avoid Customer Loss

“The moment you make a mistake in pricing, you’re eating into your reputation or your profits.” – Katharine Paine Simple pricing increases are often an easy approach to increasing sales revenue when companies need to improve profitability or top-line performance.

people climbing over wall as a metaphor to business survival or business growth in a survival race
Business Performance Articles for CEOs

Business Survival or Business Growth?

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

Businessman looking under bonnet of car to see why it stalled
Business Performance Articles for CEOs

Why is my sales machine stalling?

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

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