Books by Adele Crane

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Get Sales Focused: Rethinking and Revolutionizing Sales Forces and Sales Results

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Building the Most Effective Sales Force in the World: The era post the global financial crisis

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The Sales Focused CEO: Looking at Business Through a New Lens

Since its first publication in 2001, this book has become renowned as the directors handbook for those small to mid-sized companies demanding immediate results for stagnating, distressed or businesses suffering a plateau in sales performance. It provides a catalyst for future prosperity.

This book provides clarity to those seeking improved sales performance and sales effectiveness of their teams. It provides the foundations for sales growth and sales planning.

This is the challenge faced by businesses across the nation and in their overseas offices, particularly post the global financial crisis. The proven methodology within Get Sales Focused has assisted companies achieve sustainable and profitable increases in sales results of well over 42% for client companies in just 90-120 days. These methods are focused on immediate turnarounds in sales performance.

If you want to change the results your company and sales team produce, then Get Sales Focused is a must read.

Available in Paperback and Kindle through all Amazon Sites.

Click to order through Amazon USA – paperback or kindle
Click to order through Amazon Australia – kindle

If you are a CEO or an executive with a sales force operating in your organisation or a sales manager charged with responsibility of sales growth, then this book is a must read.

In today’s economies many of the past traditions associated with sales forces have become redundant. A new era requires improved sales performance and new thinking in how sales forces are managed is required.
Kirkus Reviews Says:
A welcome update on building a sales force in the new economic environment. Crane offers important advice to companies, including how to refocus, why a new kind of sales manager is necessary, the importance of systems, keys to developing the right relationship between sales and marketing, and, perhaps most importantly, ways to transform not just the sales force but the manner in which the company does business.

Rather than serve up a sugarcoated, lightweight primer, Crane delves deeply into the messy, complex world of corporate selling. She strongly lobbies for “embracing transformation from within,” even though she makes clear that there are no easy answers. Of course, making a case for taking action is one thing; executing a plan of action is quite another, so it’s helpful that Crane includes three pertinent case studies at the end of the book to show in detail how business’ transformations can impact sales in today’s market.

“Don’t be yesterday’s company in tomorrow’s world,” she urges.

While some business executives may find the author’s assessment sobering if not downright depressing, this book provides the wake-up call many may need to stoke up their sales forces.

Available in Paperback and Kindle through all Amazon Sites.

Click to order through Amazon USA – paperback or kindle
Click to order through Amazon Australia – kindle

Companies fear looking at changes or improvements to their sales forces for good reason: sales are the engine that drives revenue. No matter how patched up or sputtering that engine may be, the mere thought of overhauling it fills CEOs and senior executives alike with dread. Companies will make ongoing, piecemeal repairs as long as they can in a vain attempt to keep revenue flowing. They will tolerate behaviour and performance from sales and marketing that would not be tolerated in any other areas of the business.

For CEOs, there comes a point where changes or improvements must be made to these two areas of a business if growth is to continue. The world is not static, and sales and marketing organizations cannot be allowed to stagnate and to operate using now-primitive thinking. These business units are the last frontier for CEOs to address in business improvement.

Fear of the unknown, and the use of the wrong lens for viewing the business, are the greatest barriers to overcome. 

The first step for any CEO is to become empowered with the knowledge of how the sales and marketing business should function; only then can he or she hope to become competitive and deliver profitable growth in today’s ultracompetitive market. Most of the information that people are exposed to has been written by former middle managers of sales and marketing units. Such information is narrow in content and is focused on compensation plans, training, and ingenuous reporting.

This book is written by a CEO, for CEOs like you, and is based on more than twenty-five years of consulting with CEOs in business turnarounds and profit improvement. This work views the broader demands of business that you, as a sales focused CEO, must deal with; it establishes the thinking that you will require for reassessing your marketing and sales forces. This book gives you a new lens for viewing your business and teaches you how to become a sales focused CEO. It will assist CEOs like you in joining the minority of leaders who are capable of achieving strategy execution; such leaders can achieve growth of 25 to 40 percent through the change process in shorter time frames.

If you want to change your company’s results, then The Sales Focused CEO is a must-read!

Order your copy today.

Amazon Kindle worldwide:

Amazon Paperback

Available on all Amazon sites worldwide.