In this third and final article in the series Brad Wilsted explores the larger question CEOs and sales leaders must tackle: How do we create a high-performing sales management function that consistently drives superior top-line performance? While high-performing individual sales managers can move the revenue needle for a single team, a high-performing sales management function, […]
Read MoreIn his earlier article “Why Can’t Good Companies Grow Faster?”, Kevin Kennedy identified 15 choice points in sales operations that are instrumental in creating value. When their execution at these points is misaligned, the result is under-performance of expectations and disappointing growth. The primary difference between the two lies in maintaining alignment between the intent […]
Read MoreOnce executives understand the crucial importance of this position, they begin taking a closer look at their own front-line sales managers. But what does great front-line sales management actually look like? And how do you determine whether your managers are meeting that standard? Companies must examine two levels: organization and individual . While excellent individual […]
Read MoreIn the final installment of his series on operationalizing sales, Michael Smith covers the need for cultural change. Company culture is ultimately what drives long-term change and continuous improvement through the stages of sales maturity. Change that sticks comes from deep within a team, from managers and front-line employees who are bought in to the […]
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