Sales Director Central Blog
Accountability
In the dynamic world of sales of a complex solution, ensuring accountability among sales reps is a vital pillar for success and for ensuring you manage a high-performance sales team. You cannot achieve organisational goals and drive revenue growth without accountability. There is...
In the last 12 months we’ve worked with 20 customers on improving their sales leadership capability and enabling them to have predictable, sustainable revenue.
We've presented at countless events on Sales Leadership or Growing revenue.
We’ve also run two separate surveys. The...
If you need C-Level expertise and experience in your business, should you hire a fulltime employee, hire a consultant, use a coach or engage a fractional executive?
Of course, we recommend a fractional executive. Why?
The fractional role offers the most value and the best ROI. All can work for...
We have the pleasure of being involved in the early stages of many fascinating start-ups in the tech space. At some point in the journey the question comes up about direct sales vs channel/partner sales vs distributor.
Each business should have the conversation about the different sales...
We've all seen them in the workplace—the sales rep who's constantly on the move, always busy, and seemingly engaged in a whirlwind of activities. They're working hard, or so it seems. But here's the catch: for all their action, they rarely hit their sales targets. Why does this happen, and...
Ever had the situation where the leading sales rep has been promoted to be the new Sales Leader? Happens all the time. The most common outcome, at least in the first few months, is your revenue decreases (because the best rep is now the leader) and the sales team complain about the...
The business climate is tough. Selling is tough. Some of the same fears raised during the global pandemic about selling are resurfacing now. When business focus moves from growth to survival, even in a high-performance sales team, one or more team members may be under performing. How do you...
The $8 Haircut was posted by JD on LinkedIn today. It is shown below.
JD challenged you "When you visit your next prospect what will you do differently?"
There were over 50 comments on the post and I love the ones who encourage us to listen more. When we talk with our...
Welcome to the September Newsletter where we highlight what happened in August and provide summaries of key information we have shared.
The Post of the Month
JD posted on Value in August on LinkedIn. The key points were:
What is Value? And how should we measure it?
Firstly value...
In his recent post, JD spoke about the need to control the sales process. We've been asked to expand on how that is achieved in new and existing sales cycles. We recommend 3 simple re-framing points.
The first thing to consider in your business is to be clear that the "sales cycle"...
