CPS Food for Thought Breakfast Talk by Tony Cross- Revenue Growth: Whose job is it anyway?
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Transcript of CPS Food for Thought Breakfast Talk by Tony Cross- Revenue Growth: Whose job is it anyway?
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 [email protected]