Five key questions a CEO should ask the sales leader/department to optimise revenue performance
- Other than revenue, what are the most important leading indicators of sales success, how are you measuring them, and what are you doing to improve them?
- What is it that sets your top performers apart from the rest, and what are you doing to systematically close the gap between the best and the rest, and with what results?
- How are you managing your sales pipeline, where are the key points of friction or delay, and what are you doing to eliminate them?
- Do you have complete confidence in every member of your sales management team and, if not, what are you doing to address this?
- What formal performance contract have you established with your colleagues in marketing, and how are you and they doing against this?
