Insights

Are You Spending Too Much on Sales?

Jim Corey, Blue Ridge Partners’ Managing Partner, was interviewed by Private Equity International’s editors for their Operational Excellence Supplement published this month. Corey talked about how to cut out waste in sales and why CEOs often lack the experience to step in. He pointed out that sales leaders are too busy trying to hit their […]

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What’s Wrong with the Sales Machine?

Blue Ridge Partners’ Senior Managing Director Michael Smith’s first in a series of 4 articles on operationalizing the sales function addresses the all too frequent unsatisfactory sales performance and the difficulty CEOs have in finding remedies. Many CEOs feel there is something inherently uncontrollable about sales—that it is a “black box” and any attempt to […]

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No Way Out: The Cul-de-Sac of Sales Churn

Blue Ridge Partners’ Senior Managing Director Kevin Kennedy’s recent article notes that the churn of sales leadership leads to a lack of continuity and accountability in the sales function. Growth is stifled because good sales strategies never have a chance to succeed when sales leaders don’t stay long enough to bring long-term initiatives to fruition. […]

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Why Can’t Companies Grow Faster?

Blue Ridge Partners’ Senior Managing Director Kevin Kennedy was featured in a bylined article on PitchBook recently, titled “Why Can’t Good Companies Grow Faster?”. In this article, Kevin describes the dilemma faced by most companies – the gap that often exists between projected and realized growth. He identifies 15 common sales operations choice points, forks […]

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