Revenue Growth – whose job is it actually?

Being a Sales Person is the 2nd toughest Job in the

World

Sales Management is the Hardest Job in the World

Most don’t get it right

BECAUSE THE SYSTEM THROUGH WHICH YOUR SELLING RESOURCES ARE MAXIMISED IS NOT IN PLACE

challenge 01: Selling and Sales

Management are not the same job.

Sales Managers have 3 tough roles

challenge 02: Hindsight is

surprisingly noisy

challenge 03: Metrics, metrics

everywhere – but what can we control?

Research suggests:

There are over 300 metrics you can use to measure sales.

So what can we do?

BUILD A

SYSTEM

idea 01: Create a culture of

accountability.

The Management Pyramid

idea 02: Shape Behaviour through

critical questions

Ask the right critical questions.

Repeatedly.

And you will shape behaviour.

idea 03: Tighten measurement

Holistic performance formula

Culture of ACCOUNTABILITY.

Critical QUESTIONS.

Tighten MEASUREMENT.

Closing thought: SALES IS A

SYSTEM. NOT AN EVENT NOT A PERSON

SO, LOOK AFTER THE SOIL AND THE SEEDS WILL PROSPER

Tony Cross tonyc@puzzlepiece.co.za