Companies fear to look at changes or improvement to their sales forces for a 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 in the performance of sales and marketing that would not be accepted in other areas of the business.
For CEOs, there comes a point where changes or improvement must be made to these two areas of the business if growth is to continue. Every company requires a sales transformation at least once to remain relevant. The world is not static, and sales and marketing organisations cannot be allowed to stagnate and to operates using now primitive thinking. The 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 stop for any CEO is to become empowered with the knowledge of how sales and marketing business function, only then can he or she hope to become competitive and deliver profitable growth in today’s ultra-competitive market. Most of the information that people are exposed to has been by former middle managers of sales and marketing units. Such information is narrow in content and is focused on compensation, training and ingenuous reporting.
Our Sales Transformation methodology was developed by Adele Crane, is the culmination of knowledge and expertise in delivering profitable growth; as owner and CEO of the international consulting firm Sales Focus International. An implementation expert with 30 years’ experience across over 200 companies internationally undergoing sales and marketing transformations. Well documented in her books for CEOs to gain an understanding to start the journey to improvement. Today, working with only select clients driven for results. This is unprecedented experience that puts a new lens on how a successful sales transformation is achieved.
Adele is empowering CEOs to make the move and demand revenue improvement in a structured and managed sales transformation process that identifies problems and ensures solutions are implemented that have an immediate effect on the company.
In her most recent book, The Sales Focus CEO: looking at business through a new lens, she provides insights into how CEOs should, and must, view their businesses sales and marketing functions to deliver profitable revenue.
Understand the methodologies and organisational standards
Learn what a CEO should expect from their sales and marketing organisation by reading the book/s.
Click on the books link to purchase Kindle versions immediately.
Discuss your business with us
If you have set your goals and are determined to have your organisation improve and deliver greater sales and marketing performance, higher revenue and improved profit, now is the time to contact our Director, Adele Crane, for a confidential discussion of your businesses specific requirements.
By telephone: +61 3 9635 9534
By email: click on this link