The Chief Sales Leader Framework™

A methodology used by sales teams to execute with precision – – effectively, efficiently & predictably

The Genesis of The Chief Sales Leader Framework™

After nearly 30-years of searching for a management solution for building sustainable revenue growth year-after-year I found a framework in an unlikely place – – a college textbook that had set on my bookshelf for 30-years – – The Principles of Strategic Management.  The basic concept is that for a company, and its leaders, to achieve success year-after-year they need to proactively manage three strategic processes and twelve operating processes:

  1. Strategy – forecasting, planning, organization structure, and culture
  2. Execution – process, people, technology, and information
  3. Evaluation – tracking, analyzing, reporting, and process improvement

If the Principles of Strategic Management are the foundation for building company success shouldn’t the sales profession – – Chief Sales Executives, Sales Managers, and Salespeople – – use them to achieve revenue growth success year-after-year?

We Use The Chief Sales Leader Framework™

To make it easy for you to understand and manage the three (3) strategic and twelve (12) operating sales processes that enable a sales team to execute with precision – – effectively, efficiently, and predictably

How Can The Principles of Strategic Management Help Chief Sales Executives?

Through the lens of The Principles of Strategic Management the root cause of sales management failure is clear – – when Chief Sales Executives and Sales Managers proactively manage and measure all three strategic and twelve operating sales processes they have a higher probability of succeeding – – when they don’t, they don’t.

Here are a couple of examples.  If your sales managers are spending the majority of their time on:

  1. Managing salespeople and sales procedures it’s a safe bet that the other ten operating processes will operate ineffectively, inefficiently and unpredictably – – the result is sales management failure
  2. Managing sales forecasting and sales reporting it’s a safe bet that the other ten operating processes will operate ineffectively, inefficiently and unpredictably – – the result is sales management failure

Do You Need The Chief Sales Leader Framework™?

You should take a look if your sales team is:

  1. Wasting time, money and morale on an uncoordinated blizzard of process improvement initiatives i.e. new compensation plans, sales training, sales pitches, etc.
  2. Frequently replacing sales managers and salespeople
  3. Continuously distracting your technical experts i.e. product, service, pricing, sales and other managers
  4. Struggling to pinpoint and address the root cause of poor execution and revenue growth
  5. Inconsistently executing and/or ignoring the twelve sales operating processes
  6. Being disabled, rather than enabled, by technology

When Is The Chief Sales Leader Framework™ Used?

The Chief Sales Leader Framework™ is used across all stages of the business life cycle as Investors, CEOs, Chief Sales Executives, Sales Managers and Sales People work to:

  1. Build a sales team
  2. Assess a sales team
  3. Improve a sales team
  4. Restructure a sales team
  5. Merge sales teams