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When weak market alignment begins to damage sales productivity, customer satisfaction, and service profitability A mid-sized Canadian company operating primarily in one province had grown from approximately $5 million in annual revenue to more than $25 million over a ten-year period. On the surface, it looked like a successful growth story. However, over the following three years, revenue began to decline in a troubling pattern: first by 5 percent, then 11 percent, and then 1

When a company’s sales approach no longer reflects how customers actually buy A mid-sized Canadian manufacturer of data storage devices had built a strong business through six consecutive years of progressive growth in both Canada and the United States. The company had grown through persistence, product knowledge, and a small sales team that worked hard and understood the offering well. On the surface, there was no obvious failure in effort or commitment. The team was capable

When a mature market turns sales talent into the central revenue risk A large telecommunications retailer operating across Canada had grown with the industry over more than two decades. In the earlier stages of market expansion, the commercial model was straightforward: the priority was customer acquisition. As smartphone adoption accelerated and the market expanded, almost every new subscriber represented fresh growth. Sales teams were central to that expansion, and strong p

When compensation design and revenue visibility break down in a shared-account selling model A national distributor of surveying equipment operated across Canada, serving large engineering and surveying firms with offices in multiple provinces. The company sold into an industry where product innovation regularly created new growth opportunities. As field technology improved, surveyors gained access to tools that made their work more efficient, reduced time spent in the field,

Sales Performance in any organization is a function of competition, sales team optimization, product innovation, and enough cash in the...

It's Monday morning. You start your meeting with the staff like you normally do. You review sales from the previous week, and you look at...

'Please turn your phone to silent, and if you need to take a call, step out in the hallway. Thank-you'. Sound familiar? Almost all...

Ok, I know, there's been a ton of stuff written about LinkedIn! I know what your thinking....here we go again. Another LinkedIn...

Sales positions fall into 2 basic categories with degrees of variable compensation. On the one hand we have new business development...

Several of my clients are in the Pharmaceutical Industry. I find their business fascinating. I am aware that the complexity of this...

All professions are going through fundamental shifts in skill requirements, education and training. Technology, global markets and...

You can hardly get through an hour of TV programming or web surfing without seeing an ad from the government promoting export sales....

Most new sales reps would agree that sales training is an important part of their success. Experienced reps, however are more sceptical....

The Sales Leader Challenge: Optimizing sales results with the current sales team, existing sales channel(s) and current product...