31 03, 2020

Reset – Realign – Restart Your Business

By |2020-04-01T09:14:47+11:00March 31st, 2020|Business Performance|0 Comments

With the lockdown in place, shifting your thinking to restart your business is a priority. One of the great lessons I learned with businesses going through the 1990 recession, the 2008 recession, and the other major rise and falls, is that business does not get back to normal or the [...]

11 03, 2020

Removing the Barrier to New Customer Acquisition

By |2020-03-11T16:54:22+11:00March 11th, 2020|New Markets|0 Comments

When we talk with companies, their biggest challenges are growing revenues through new customer acquisition. Companies have robust records of success with their existing customer base but are confronted with a barrier to securing new customers. To understand why new business is so difficult for some companies, we conducted numerous [...]

24 01, 2020

What is the Time Cost of Hiring Great Sales Candidates for Sales Managers?

By |2020-01-24T15:15:54+11:00January 24th, 2020|Recruitment|0 Comments

According to LinkedIn, the hiring time has nearly doubled since 2010. The notable changes we see are more scrutiny is required of candidates, more expert interviewing techniques required, and often candidates staying put once the negotiation of salary and employer counter-offers arrive. It’s an employee’s market out there, choosing companies with good [...]

6 01, 2020

Does your Sales Commission Plan Motivate and Reward, or Dishearten Your Team?

By |2020-01-06T15:18:00+11:00January 6th, 2020|Compensation Planning|0 Comments

Sales Commission Plans have long been a point of contention both within and outside the sales force for companies. Initially designed to reward performance, the reality for many companies is the commission is a disruption to the culture and performance of the sales team, particularly at the time of paying; [...]

2 12, 2019

Are you experiencing a Sales Shortfall? Should You Back Your Sales Manager For Another Year?

By |2019-12-03T08:08:37+11:00December 2nd, 2019|Sales Management|0 Comments

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 good – sales will not make their conservative targets, and the shortfall is rising over 10% behind. With the [...]

6 11, 2019

Refining Your Pricing Strategies to Avoid Customer Loss

By |2019-11-06T15:33:20+11:00November 6th, 2019|Business Performance|0 Comments

“The moment you make a mistake in pricing, you're eating into your reputation or your profits.” - Katharine Paine Simple pricing increases are often an easy approach to increasing sales revenue when companies need to improve profitability or top-line performance. It’s not a strategy, its more often a reaction. It [...]

7 10, 2019

Is your business surviving or growing?

By |2019-10-07T15:00:19+11:00October 7th, 2019|Business Performance|0 Comments

For a business to survive, growth is an imperative, not an option. Less than one in ten companies succeeds in achieving sustained growth. Even more concerning is the fact that: “70% of CEO/MDs surveyed said they failed to grow due to a lack of management focus. They cited [as the [...]

29 07, 2019

Why is my sales machine stalling?

By |2019-07-29T15:56:15+10:00July 29th, 2019|Business Performance|0 Comments

It’s widespread frustration and for a good reason when your sales machine stalls. All too frequently, the contributors—sales talent, front-line management, marketing—produce inconsistent and unpredictable results, leading to unsatisfactory sales performance and higher risk. CEOs take steps to gain control of the sales machine but can be challenged with the [...]

16 05, 2019

How CEOs can Future-Proof Their Sales Organisation and Achieve Sales Goals

By |2019-05-29T12:07:56+10:00May 16th, 2019|Strategy Execution|0 Comments

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 [...]

17 04, 2019

Can You Promote a Top Seller to Sales Manager Successfully?

By |2019-05-29T12:06:58+10:00April 17th, 2019|Human Capital Management, Sales Management|0 Comments

There are many stories of promoting top sellers to sales manager only to find them floundering and unable to deliver the overall sales number. With loyalty to the incumbent companies will invest anywhere from two to five years carrying a failing sales manager that has been internally promoted. Is it [...]