Table of Contents

Introduction

SECTION I: Riding the Revenue Roller Coaster

Chapter 1 Chief Revenue Officer

Chapter 2 Tanking Revenue

Chapter 3 The Cover-Up

Chapter 4 The Don’t Ask, Don’t Tell Model

Chapter 5 Eliminating The Revenue Roller Coaster

Chapter 6 The Chief Revenue Officer Challenge

 

SECTION II The 5 M’s Sales Process

Chapter 7 The 5 M’s

Chapter 8 Message

Chapter 9 Motivation

Chapter 10 Money

Chapter 11 Methodology

Chapter 12 Market

Chapter 13 Implementing The 5 M’s Sales Process

 

SECTION III: Bankable Forecast Process

Chapter 14 Zero Visibility Sales Forecast

Chapter 15 Creating Bankable Sales Forecasts

Chapter 16 The Four Aces

Chapter 17 Forecast Mix

Chapter 18 Forecast Reviews

Chapter 19 Implementing The Bankable Forecast Process

 

SECTION IV: Results-Driven Incentive Process

Chapter 20 Incentive Myths And Legends

Chapter 21 Foundations Of A Results-Driven Incentive Process

Chapter 22 Options And Variables

Chapter 23 Paying Salespeople

Chapter 24 Hunters/Rainmakers

Chapter 25 Farmers/Account Managers

Chapter 26 Implementing The Results-Driven Incentive Process

 

SECTION V: Skills-Based Staffing Process

Chapter 27 It Never Works

Chapter 28 Identify Key Behaviors And Characteristics

Chapter 29 Maintain A Large Pool Of Candidates

Chapter 30 Screen Out The Cute Puppy

Chapter 31 Skill-Based Interviewing

Chapter 32 Presenting Offers

Chapter 33 Structured On-Board Process

Chapter 34 Implementing The Skill-Based Staffing Process

 

SECTION VI: The Sales Revenue System 2.0 in Motion

Chapter 35 The Chief Revenue Officer Leadership Role

Chapter 36 Going For The Gold

Summary

Appendix

Index

5 Non-Leadership Comments

After decades of working with companies to improve their revenue performance, we have heard a litany of comments from leadership teams that will cause any engaged employee (or outside resource) to urgently start the quest for another opportunity. The 5 most atrocious are: 1. The only job the sales department has is to keep manufacturing […]

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The Sales Funnel is Dead!

The new age of digital disruption is re-engineering the world of sales. Many companies today are doing “OK” selling more to long established customers where they have inside traction but their new-logo business is best described as “underperforming” (aka nonexistent). The tough question Chief Revenue Officers address in planning sessions is: Why can we sell […]

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Founder’s Corner

Welcome to my video corner where you can learn more about the RoundTable, our structure and specific topics we discuss in our monthly, peer group meetings.  Video topics include: –Who joins the CRO RoundTable? –The CRO Trifecta –Differentiating Value with more videos being added regularly.

Click Here to go to the corner

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