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 [...]
A Revenue Improvement Plan is as important as a good strategic plan. As a CEO, you must continually seek ways to increase revenue, and having a well-planned approach that has defined outcomes is core to achieving your company strategy. When the strategy is set, the next step is for a [...]
The Key to Sales Strategy is planned implementation with the right focus, measurement, and discipline. But what does that success look like? With a new year starting the timing is right to shift the focus to executing your sales strategy with precision and achieving the planned outcomes. The tolerance for [...]
The value of a good strategy is only known when strategy implementation is completed effectively. For many companies, the issue of implementation is a re-occurring decay on the business's growth as it continues to fail to reach its deliverables. Strategy implementation can fail for a number of reasons including: Failing [...]
Is your sales team flying blind or on course for another successful year? Do you apply Sales Strategy Excellence? Some companies excel, whilst others scrutinise lines of red on revenue reports. With over three decades of facilitating sales transformations, Sales Focus Advisory has observed two approaches applied by companies whilst managing [...]
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Recent studies across the North America, Europe and Asia reveal that revenue growth is back on CEO and Board agendas. Companies have been through excessive cost cutting exercises and realize that to continue cost cutting behaviors will no longer support business goals. The focus must be growth.
As we approach the end of 2012, many companies are reviewing their performance year-to-date and planning for 2013. Strategies and budgets are under review for performance against targets and deliverables. With their focus now firmly on growth, often the responsibility to deliver growth sits square on the shoulders of the sales leader and their ability to execute sales strategies.