You don’t know what you are doing
Deming said it best…“If you can’t describe what you are doing as a process, you don’t know what you are doing.”
Most CEO’s understand Deming’s wisdom and apply this concept to many aspects of this concept business …except in sales. Sales is typically viewed as an independent variable of the business and not subject to the [...]
Do I Need a Revenue System?
This is a frequent question that comes up in discussions with CEO / CRO level executive groups today. The answer is based more on the individual company than on a revenue system model. Over time, executive teams typically focus on developing several key systems for leveraging their overall performance. These can range from a streamlined [...]
CRO and ACT!
Part of our Mission is to deliver the tools, processes and systems C.R.O.’s need to succeed. Here is a recent development that has been a frequent topic of discussion with our C.R.O. clients.
One of the process benefits of the 4 Aces forecast model is objective clarity about where you are in the qualifying process meaning [...]
E-book Now Available on Amazon
Folks have asked about the availability of Sales Revenue System 2.0 as an e-book. The Kindle edition is now e-available through Amazon.com (click here). Price is half the print price ($9.95) but the Kindle format does not support color so the system charts are presented in black & white.
Thanks for your patience and enjoy the [...]
The “Go to Market” Process for CEO’s
As we start 2011, one item clearly stands out – the recession has helped senior executives (CEO, CRO, President, etc.) of surviving businesses understand at least one important concept – your ‘go to market’ process is more strategic than just hiring a few sales people, going to a couple trade shows, changing the web home [...]
2011…The Year of Forecast Training
As 2011 starts, we are seeing signs of economic improvement and companies moving to “restart” their revenue growth process. Our observation is sales managers are calling about sales training and Chief Revenue Officers (CRO’s) are calling about Forecast Training. Here’s why – CRO’s know that when they have prospects objectively positioned in their forecast process [...]
Hiring Sales Talent in 2011
Now that companies are seeing enough economic recovery to start upgrading/expanding their sales staffs, the question of “how do we identify real sales talent” is back on the agenda. So, here is the game plan summary for getting the right talent for your sale.
The first step is to define both the sales cycle and the [...]
Quick Recipe for Success
One of our local clients manages a CEO Roundtable for both executive and business development. As part of his program, he includes brief updates on development strategies and wisdom. One he recently distributed caught my attention as companies are finalizing their 2011 business plans and I wanted to pass it along.
Here is Gary Brattland’s Recipe [...]
What is a Revenue System?
I have enjoyed the opportunity to address several executive groups recently about a very specific topic – “What is a Revenue ‘System?’”
First, ANY business system (production, inventory, quality, Lean, ISO, etc.) is:
— Process-Based
— Built on Competence and Expertise
— Includes Process Accountability and Diagnostics
Ideally, the system operates as a process-based, closed-loop activity so performance is predictable [...]
Interviewing Sales Candidates
Here is the Rule:
It is easier to train sales talent about your business that is it to train someone how to become a sales talent for your business. You already know all of the in’s and out’s of your business and industry but the euphoria of finding someone else that has some of that knowledge [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
