Today's sales approach is tactical. Both from a sales person perspective and from the company perspective. This approach is driving outcomes that are not exceptional for the client. Sales people are self centric and organisations are making decisions in an environment of being fiscal cycle driven not client outcome driven.
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Most CEOs do not have faith in their revenue forecasts. This causes issues in transparency and planning with the board and challenges company commitments. Through a forensic sales analysis a solid baseline of the company revenue position and forecast can be made, plus a detailed understanding of how to improve the situation.
CEOs often relinquish control of revenue generation to the sales team. This removes their control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company of the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust of the numbers.
Once the analysis and planning has been completed, it’s time to execute. Some CEOs understand that having a consistent guide in the process of sales transformation will ensure a stronger outcome and certainty in decision making. This annual support can span the full five year process or a few years depending on the situation.
The basis of the CEO-Led Sales Plan is the Right Model. A model that underpins the three key sections of the book, the Right Clients, the Right Teams and the Right Deals as can be seen in the model below.
“After being in sales and marketing, specifically in IT, for over 20 years I can relate to so much of what Andrew reveals are the issues with the industry. Business and particularly the sales function, has changed forever so why are so many organisations are stuck in the past? It's time for a change and working with Andrew on his upcoming book, I believe he has the best philosophy and process to re-structure an organisational sales function I have ever seen. I highly recommend reading up on the CEO led sales approach.”
