Our Insights

A CEO leading their sales team in a meeting
Sales Force Management Articles for CEOs

How CEOs Lead Sales Teams in Growing Companies

CEOs in growing companies are the people that have the vision, strategy and focus on driving a company forward. So it’s no wonder they often find themselves the leader of a small sales team in those early stages of growth.

Read More »
B2B salesperson selling via videoconferencing
Sales Force Management Articles for CEOs

B2B Sales Have Changed Forever, its a revolution

New research in Australia: For B2B sales, digital is the wave of the future. In the new world of B2B Sales, 75% of people prefer to buy and sell over video conferences compared to the telephone. Conferencing with platforms like

Read More »
CEO meeting with newly appointed sales leader
Sales Force Management Articles for CEOs

Newly Appointed Sales Leader Fails

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

Read More »
Complacent Sales Leader Relaxing with Feet Up On a Desk
Sales Force Management Articles for CEOs

A Complacent Sales Leader; A CEOs Greatest Risk

The complacent sales leader is one of the greatest risks for CEOs in companies with sales organisations. This is a critical role in any company where sales are driven by the efforts of a sales team making sales calls on

Read More »
sign for smart sales analytics
Sales Force Management Articles for CEOs

Smart Sales Analytics For Growth

The challenge for companies today is having access to information and processes that assist in driving the right behaviours in sales forces that ultimately deliver growth. The sad fact is that only a small number of companies achieve what they

Read More »
Sales Force Management Articles for CEOs

Hiring a New Sales Manager?

A new sales manager is often seen as your opportunity to achieve growth, but gaining a commitment to delivering growth is not where you need to be focusing your attention. Every sales manager you interview will give you a growth

Read More »
CEO reviewing sales team performance
Sales Force Management Articles for CEOs

How CEO’s Can Turnaround Poor Sales Team Performance

As CEO, you have just received your third negative quarterly report and the numbers are coming in all red. The sales team performance is in question as they are not hitting their numbers again, and the actions outlined by the

Read More »
Effective Sales Manager talking with his team reviewing results
Sales Force Management Articles for CEOs

Ascertaining the Real Value of an Effective Sales Manager?

What is the value of your sales leader to your business? A question that many CEOs consider when they are looking at lack lustre results or high staff turnover in sales. This blog post is a little confronting as it may hit some home truths, but it will certainly give CEOs something to ponder.

Recently I was sitting in a client executive meeting where a sales leader was reporting on their team’s performance for the last calendar year. The financial report demonstrated 94% achievement of sales goals and a reduction in profit margins. There was a staff churn rate of 27%. All having a cost to the business, directly and indirectly.

Read More »
handing over keys while replacing your sales manager
Sales Force Management Articles for CEOs

Replacing Your Sales Manager: Yes or No?

This is the question faced by a CEO when the sales organisation underperforming. They may have had faith in the current incumbent originally, but the numbers are just not coming in; so that faith is diminishing quickly as the pressure builds on results. As CEO you must take action as your responsibility is to deliver profit to owners/shareholders, and executive bonuses will also suffer if the results do not hit the bank account.

Most people struggle with the decision to terminate a sales leader. Before reaching that point you will have exhausted many options. The company has worked through the usual team training, products, territories and marketing. The results are still not in the bank.

So what other options are there?

Read More »