Most companies neglect the most powerful lever in their arsenal: their front-line, field-level sales managers who directly coach, influence and guide sales reps on a daily basis. This group has the potential to drive significant growth and is the key to improving nearly every aspect of sales team performance, yet it is usually overlooked – […]
Read MoreAn article by Graeme Kerr, editor at PEI reviews key results of our CEO survey presented at the New York Operating Partner Forum and some of the discussions during the event about the survey topics. The complete article can be read here.
Read MoreIn September 2018, Blue Ridge Partners surveyed a panel of CEOs regarding their views on commercial transformations for the remainder of 2018 and 2019. “Commercial transformation” was defined as implementing material changes in sales strategy, go-to-market model, sales structure and roles, product offering, customer segmentation, digital marketing/ecommerce, sales compensation and other drivers of revenue growth. […]
Read MoreIn the third installment of his series on sales optimization, Michael Smith addresses one of the most widespread problems seen in charting an effective road map to operationalize the sales force. Often the road map is too aggressive and expects too much of the sales team in a very short period of time. Or it […]
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