How We Will Audit and Assess Your Overall Sales Capability

Assessing Your Sales Force Strength to Identify Upside for Growth If you need to assess your overall B2B Sales & Revenue Growth capability and strength, below are the key and high-level areas that I recommend to audit.  This doesn’t mean that you must do a deep dive into

CRO Performance Metrics

  CRO’s Performance Metrics Sales results Bookings Quota Attainment Pipeline KPIs Overall revenue results Overall revenue growth Customer Retention Lead Generation Contribution to Pipeline & Revenue Unit Economics LTV:CAC improved over time Payback Period improved over time Revenue team alignment  

Use “Sales Systems” to Systematize & Operationalize Your Sales

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several

Creating a Culture of Accountability in Sales

As a Sales Leader you have to create a culture of accountability – everyone across the organization has to be accountable for their own performance and results. What is Accountability?  “It is a force that provides rewards or consequences for actions. A leader imposes the consequences for failing

The Process for Effective Sales Execution

John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“.  Being busy and making an effort doesn’t mean

How to Train Your Sales Team Quickly – Top Free Resources

What This Is: Unified Training Knowledge Hub for the sales team All the key info for sales training at your fingertips Understanding Our Customers, Their Challenges / Needs, How They Decide Our Ideal Customer Profile (ICP) Our Target Buyer Persona Unique Value Proposition Elevator Pitch Our “Buyer-Focused” Prospecting

Planning & Developing a Sales Strategy

In a prior article, I wrote about what companies should include in a Strategic Plan which focuses on the Corporate Strategy. Of course, the right sequence requires the executives to craft their Corporate Strategy first (i.e. should be planned and finalized first before any other business functions craft