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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

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team meeting about Sales Crisis Management
Sales Management Articles

Sales Management or Sales Crisis Management

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

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Sales manager up to neck in the sea, drowning.
Business Performance Articles for CEOs

National Sales Manager Drowns Under Structure

Is Your National Sales Manager Drowning along with your Revenue Line? You are faced with the following scenario with your National Sales Manager and what do you do? The sales numbers are becoming unreliable, and as CEO it’s becoming all

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inside sales person talking on phone to multiple people
Sales Management Articles

The Untapped Revenue Stream of an Inside Sales Team

Companies have traditionally looked to external sales teams to be the people reaching out to customers in business development or account management roles with the intent of closing deals. These traditional methods of selling can be expensive loaded with direct

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Man standing under umbrella thinking of accurate sales forecasts
Sales Management Articles

Accurate Sales Forecasting For Sales Forces

Accurate Sales Forecasts are a primary measure of sales leadership One of the great frustrations in sales management is presenting accurate sales forecasts to the executive only to find the numbers falling away and the report failing. Accurate sales forecasts

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metaphor of success for making your sales number
Sales Management Articles

Making Your Sales Number in the Coming Year

Making your sales number is one of the highest priorities for any organisation. If you have not hit your mid-year or end of year number now, then this year may not deliver the results you forecasted. Now is the time

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Snake and apple metaphor for sales manager sins
Sales Management Articles

Seven Deadly Sales Manager Sins

These are seven deadly sales manager sins that decay sales performance and leave a lasting problem for companies. For the past two decades, I have worked to turn around many struggling sales forces. When first approached by CEOs the conversation

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Goldfish swimming other direction showing smart sales management
Sales Management Articles

Smart Sales Management for Competitive Markets

It is important sales management accepts that participating in change is not an option as it affects their industry and company. Smart sales management swims against traditional thinking and modernises. In the face of overwhelming change and diversity in the

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metaphor for growth and opportunity
Sales Management Articles

Sales Initiatives for Newly Appointed Managers

You have just been hired as a new national sales manager and you are getting to know the issues to be addressed in the business. Your CEO is waiting for the new sales initiatives that will deliver revenue growth. Modern

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sales management challenges and good or bad results going different directions
Sales Management Articles

Sales Management Challenges For Growth

Sales management must adapt to the new markets and embrace other views for growth achievement. The markets are changing, and the game is changing for companies and their sales management. The tell-tale signs are no longer subtle as companies face

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