Posts Tagged ‘execution’
The Accountability Conundrum
Posted by Jane Adamson on May 20th, 2011
This post is the first of many guest posts we’ll begin publishing for the CEO Challenge. As we announced yesterday, Jane has launched Sherpa Advisory and will focus on guiding companies with 25-500 employees to achieve excellence in EXECUTION. Don’t worry, we will continue delivering our popular strategic planning service together, and Jane is still a tightly integrated partner of The Revenue Game!
Your sales team shouldn’t be doing road repair!
Posted by Rick McPartlin on May 3rd, 2011
When you’re launching a new offer, everyone is fired up and sees a clear road to success. “The product is great. The market is huge. This will sell itself, and we’ll get top dollar, too. We just have to be ready to meet huge market demand.” So the organization busies itself preparing for huge demand and profits to suddenly appear.
Interestingly, salespeople often don’t see the same easy road the rest of the organization sees. (This fact surprises most of the executives we work with.) A sales team sees gold at the end of a road, but the road they see is long, twisty, challenging and uncertain. It will have potholes, dead trees and dead ends. They also know that they will probably have to build or repair that road if they want to get new deals to close at the end.
Growth through Focus: It’s Clear as a Bell
Posted by Rick McPartlin on April 5th, 2011
Faced with economic headwinds, many global corporations are struggling to grow their businesses profitably.
“Meanwhile, many business leaders continue to seek growth by extending their existing product lines and brands, as well as by entering new geographic regions. After all, growth is supposed to be about ‘MORE’ — more products on the shelf, more categories, more brands, and more markets.
“However, this approach is EXACTLY THE OPPOSITE of what business leaders should do to drive increased revenues and profits.
Are you missing?
Posted by Rick McPartlin on March 1st, 2011
Today I’m writing about teen round-the-world sailor Abby Sunderland because her story has a lot to teach us about the science of “Revenue Generation” and how to make sure that your company — like Abby — doesn’t end up MIA in 2011.
