CEO, Owners, and Sales Leadership Blog Page
- Overall Sales Effectiveness (OSE): The CEO’s Framework for Predictable Revenue Growthby Gregory MillerMost CEOs don’t have a sales problem. They have an overall sales effectiveness problem. Revenue stalls despite adding salespeople. Forecasts become less reliable. Pipeline reviews consume hours, yet executives still don’t know whether they will hit the quarter. Marketing blames Sales. Sales blames Marketing. Finance loses confidence in the forecast. The question isn’t: “How hard… Read more: Overall Sales Effectiveness (OSE): The CEO’s Framework for Predictable Revenue Growth
- Accurate Forecasting in B2B Salesby Gregory MillerWhy Most Forecasts Fail — And What Sales Leaders Must Fix Forecasting Should Not Be Guesswork In many B2B organizations, forecasting is still driven by rep optimism instead of measurable customer commitment. “The customer seems interested.” “We feel good about this deal.” “I think it’s going to close.” Unfortunately, that is not forecasting. That is… Read more: Accurate Forecasting in B2B Sales
- Why Most B2B Organizations Miss Their Revenue Targets – Even With a Full Pipelineby Gregory MillerMany CEOs and sales leaders assume that if the pipeline is large enough, revenue will follow. But in many B2B companies, the opposite happens. The pipeline looks healthy. Activity levels appear strong. Forecasts seem reasonable. Yet deals stall, forecasts slip, and revenue falls short. The problem usually isn’t the market or the product. It’s much… Read more: Why Most B2B Organizations Miss Their Revenue Targets – Even With a Full Pipeline
- Why B2B CEOs and Owners Should Care About Overall Sales Effectivenessby Gregory MillerFor most B2B companies, sales is the largest investment made to drive growth. Salaries, commissions, marketing programs, sales technology, training, and leadership all represent significant costs. CEO’s should care about overall sales effectiveness because these expenses can only deliver results if the sales process works efficiently. Yet many CEOs and owners cannot clearly answer a… Read more: Why B2B CEOs and Owners Should Care About Overall Sales Effectiveness
- The Hawthorne Effect and Sales Team Productivityby Gregory MillerThe Hawthorne studies from the 1920s demonstrate how observation increases B2B sales productivity There’s a fascinating concept from behavioral science called the Hawthorne Effect: This effect has been shown to generate immediate boosts in B2B sales productivity for organizations. The potential for increased productivity in B2B sales can be observed right away when interventions are… Read more: The Hawthorne Effect and Sales Team Productivity
Do you want to learn more from other proven sales leadership advisory firms for CEO’s, Owners, and Sales Leaders?
McKinsey & Company