6 04, 2016

How to Hit a Profitable Home Run in the Last Quarter

By |2016-06-14T14:23:08+10:00April 6th, 2016|Performance Improvement|0 Comments

The financial year is drawing to a close; is your sales revenue lagging behind target? Do you accept being 10-20-30% short of profitable planned goals?  Do you think we failed less this year? If you do, you are setting yourself for failure this year and in the next financial year too. [...]

1 02, 2016

Not all growth is profitable growth

By |2016-06-14T15:26:37+10:00February 1st, 2016|Business Performance, Profit Improvement|0 Comments

Have you ever grown a company too quickly and seen profits evaporate? When companies reach a certain size and market share, profitable growth becomes more challenging as they compete to hold or grow markets with never-ending downward pressure on pricing while finding ways of being operationally smarter. Top-line growth often [...]

4 01, 2016

What is Your Focus for this New Business Year?

By |2018-09-17T09:18:59+10:00January 4th, 2016|Business Performance, Performance Improvement|0 Comments

As the books are closed on end of year, you can reflect on your company’s performance for the past twelve months. Trends can be seen in how the business is operating and it is a time for CEOs and Directors to review, digest and plan for the year ahead or [...]

1 12, 2015

A CEOs Greatest Risk: The Complacent Sales Leader

By |2018-09-17T09:20:41+10:00December 1st, 2015|Risk Management, Sales Management|0 Comments

The 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 customers. Whether that is for a general consumable items or complex [...]

16 07, 2015

Ensuring Business Growth in a Turbulent Market

By |2016-05-18T16:16:05+10:00July 16th, 2015|Business Performance|0 Comments

Since the GFC, business stability has fluctuated combined with erratic business confidence. Companies are facing sustained market challenges that they have never experienced before. This has become the new status quo, and it may be a long time before we see strong year on year growth as prior GFC. There [...]

14 04, 2015

The CEO Procrastination Sales Trap

By |2016-06-14T14:51:28+10:00April 14th, 2015|Performance Improvement, Strategy Execution|0 Comments

Sales team procrastination that derails your strategy As CEO, you are responsible for the delivery of strategy and revenue, which forms part of a three or five year plan. At the commencement of the year, there is a sense of urgency for results as it directly affects your cash flow [...]

24 03, 2015

I Want to Lead a Sales Transformation

By |2016-09-28T09:44:43+10:00March 24th, 2015|Human Capital Management, Sales Transformation|0 Comments

Your company has been under the pressure of competitors and market changes for several years. You have made the usual moves of cutting costs, changing suppliers, looked for innovation in products and services, and the pressure is still building. There is one frontier that remains untouched, and it is time [...]

17 02, 2015

Sales Management for Competitive Markets

By |2016-06-14T14:34:58+10:00February 17th, 2015|Performance Improvement|0 Comments

It is important sales management accepts that participating in change is not an option as it affects their industry and company. In the face of overwhelming change and diversity in the competitive landscape, it is often difficult to predict the future with any certainty. As such, sales management must have the [...]

16 09, 2014

What Role Should the CEO Play in Driving Sales Performance Improvement?

By |2018-09-13T11:24:40+10:00September 16th, 2014|CEO Briefings, Strategy Execution|0 Comments

As Chief Executive Officer (“CEO”) you are the person leading the development and execution of the company’s long-term strategy with a view to creating shareholder or owner value. Your leadership role also entails ensuring all day-to-day management requirements are met for implementing the company’s long and short-term plans. Your key [...]

30 06, 2014

3 Questions CEOs Must Ask Sales Management

By |2016-05-19T14:35:55+10:00June 30th, 2014|Performance Improvement|0 Comments

You are a CEO with some questions over the performance of your sales management. The sales results are in and the forecasted growth is not happening. You have a vested interest in the sales results and need to know if this is the start of a downward trend. You call [...]