10 Ways to Maximize the Productivity of your Sales Force

Posted by Joel McCabe

July 23, 2014 at 6:45 AM

One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. Considering that fewer than 7% of CEOs have sales experience, this balancing act becomes even more tenuous.

Read More

Topics: CEO, CEO Resources, Productivity, sales force

How a CEO Remains Relevant in a Changing Market

Posted by Dan Bernoske

July 12, 2014 at 6:45 AM

There is a common question among Chief Executive Officers. How do I stay relevant in a changing market? Many industries are experiencing significant shifts. Disruptive technologies take root, or markets are saturated. The reasons are many. As CEO, your task is to stay relevant in the midst of these changes.

Read More

Topics: CEO, Account Segmentation, Market segmentation, Buyer Segmentation

How Can You Improve Your Sales Culture?

Posted by Joel McCabe

July 1, 2014 at 6:45 AM

Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office. It presents a fundamental shift in the way that individuals work and collaborate.  Can you say the same for your sales culture?

Read More

Topics: Sales Performance Management, CEO, CEO Resources, sales culture,, CEO Leadership

How Top CEOs Get the Most Out of a New Product Launch

Posted by Dan Bernoske

June 20, 2014 at 6:45 AM

You are close to launching a new product. As CEO, ask yourself a question. “How are we going to make the year 1 goal with this new product?”

Here’s an answer based on experience. Don’t over-compensate the Sales team to sell the new product. Reward Product Management and Customer Support with sales incentives. This may sound counter-intuitive, but I’ll explain in the rest of the article.

Read More

Topics: CEO, CEO Resources, New Product, Compensation

How To Get Board Buy-in On Social Selling

Posted by Joel McCabe

June 9, 2014 at 6:45 AM

According to Spencer Stuart, the average age of a board member in corporate America is 63. This is an increase over the past.  In 2008 the average age was 61. In 2004 it was 60. What does this mean for the sales leaders and CXOs?  It potentially means your board may be operating from an antiquated perspective.

Read More

Topics: Social Selling, CEO, CEO Resources, Social Media

Have You Lost Confidence in Your Sales Leader?

Posted by Dan Bernoske

May 29, 2014 at 6:45 AM

As CEO, you must have confidence in your sales leader to make their number. So to lose that confidence can signal a disaster to your year. On the surface, there are many reasons why confidence is lost. But the root of the problem may lie in an inability to be agile. Your sales leader may be unable to keep up with a rapidly changing environment.

To be agile means to constantly stretch the limits of your team. It requires a tolerance for failure with a mandate to learn and adapt. You will regain confidence in your sales leader if they adopt this progressive mindset.

Read More

Topics: CEO, agile sales, CEO Resources, Leadership, Agile marketing

How to Salvage Key Accounts Before They Are Lost

Posted by Joel McCabe

May 18, 2014 at 6:45 AM

Your firm recently lost a major account. Inevitably, sales leadership and the executive team will want to know what went wrong. Typical questions are: “what was missed?”, “what changed?”, “were we out sold?” and so on. There’s always a great deal of analysis and soul searching. However, are you searching in the right places?

Read More

Topics: CEO, Account Management, CEO Resources, Buyer Mapping, Customer Insight

5 Ways CEO’s can Learn from Losses

Posted by Dan Bernoske

May 7, 2014 at 6:45 AM

Depending upon the outcome, a big deal can make the year for any CEO. Celebrate wins of course. But you also need to celebrate failure. Quickly learn from the losses and no decisions. Dive deep into the deals to build on the mistakes. This will strengthen your pipeline as the sales team reaches the mid-year point.

Read More

Topics: CEO, Win Loss Analysis, Big Deal, CEO Resources

3 Top Social Media Questions from CEOs

Posted by Joel McCabe

April 26, 2014 at 6:45 AM

We often hear from CEOs that they don’t see the ROI for social media. Many CEOs still question the legitimacy of social media in their space. In case you’re wondering, these people are wrong. I will address three common questions/comments we hear from the C-suite and sales leaders.

Read More

Topics: Social Selling, CEO, CEO Resources, Gamification, Social Prospecting

How a CEO Selects a Solution to Make the Number

Posted by Dan Bernoske

April 15, 2014 at 6:45 AM

A CEO wants a team equipped to win deals and make the number. If they aren’t winning, then the CEO needs a team to fix the problem. This article outlines the characteristics of the right team of problem solvers.

Read More

Topics: CEO, CEO Resources, Sales Force Effectiveness

Get Updates from the SBI Sales & Marketing Effectiveness Blog