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Business Performance Articles for CEOs

Not all growth is good – managing profitable growth

Have you ever grown a company too quickly and seen profits evaporate? Managing Profitable Growth is directly affected by sales forces. When companies reach a certain size and market share, managing profitable growth becomes more challenging as they compete to

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Transform thinking sign to Contemporary Sales Organisation
Profit Improvement Articles

The Contemporary Sales Organisation?

Customer buying behaviour has altered both within company processes and psychologically and companies need to be aware of how those changes will affect them as we start 2014. Many sales organizations now are operating with sales forces that are carrying excessive direct and indirect costs causing profit losses (without even talking about margin on products).

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targeting sales growth strategies
Profit Improvement Articles

Real Cost of Sales Growth Strategies

Companies are continuously looking for growth but often miscalculate the real costs associated. There are many schools of thought on how to achieve growth and market share. For some companies acquisitions and mergers are the best route. For others with less capital available, the growth must be driven from within the business. The emphasis then shifts directly to the sales force and their activities.

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Cutting Cost metaphor or a person cutting a plant
Profit Improvement Articles

Cost Cutting Without Curbing Your Growth

Over the last few years, many companies have taken cost-cutting initiatives in an effort to retain profitability in their business. Other companies are now contemplating this challenge as they are exposed to different industry cycles and economic challenges. The question is “Are you cutting too deep and actually stopped the company’s ability to grow and bounce back in the future?”

Companies often make the error of making the decisions based on their income statement and remove items that are seemingly excessive. Unfortunately the figures that often stand out are marketing and sales head count overheads and related expenses, as they are typically a high cost to the business and their expenditure is poorly justified by their relevant departments.

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group of words depicting Lean Sales
Profit Improvement Articles

Lean Sales Organisations Underpin Profitable Growth

The goal of any organization is to reduce costs and maximize profitability whilst retaining customer value. That is what everyone within an organization or company thinks about, works toward and wants to achieve. In pursuit of that goal, many different principles have been applied to business but the sales and marketing function continue to fail miserably against the operational side of the business when it comes to cost reduction and maximizing profitability.

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Wasted money going down the sink drain showing sales leakage
Profit Improvement Articles

Defining Sales Leakage and How To Fix It

Sales leakage, that is the loss of potential sales for whatever reason, can have a devastating effect on an organization if not properly dealt with. Most companies only look at the obvious sales leakage as the loss of not winning a tender or bid, a proposal not being successful or a deal not coming through. Sales leakage goes far deeper than those obvious points.

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