Wednesday, July 9th, 2025

Leadership framework

A multidimensional framework for advancing leadership excellence in contemporary sales organizations. This article investigates the multifaceted nature of leadership within sales organisations, emphasising the centrality of team performance. By synthesising contemporary leadership theories, motivational frameworks, and practical methodologies, the article provides a comprehensive roadmap for developing effective sales leadership strategies. It further explores adjunct areas including relationship cultivation, leadership styles,… 

Saturday, January 30th, 2016

Fixing the revenue process bit by bit

Why does the typical revenue-generation process yield only 2% and how can marginal improvements transform your sales performance? The revenue generation process is typically seen as a series of loosely connected but separate activities by most organisations. When the yields from each step are combined, the resultant efficiency is just 2.1% – see survey results below and page 5 of…