Sales Management Advice for CEOs

Back in 2005 when I was Managing Director for an international software company, I developed a simple framework for transforming sales. The results were staggering for our corporation at the the time. We won three massive contracts, achieved 300% of our full year target and with exceptional margins. I handed our leading sales person a commission cheque, for one quarter, of almost $500,000. All of our pre-sales people received commission cheques for a single quarter equal to their annual salaries. This framework led me to leaving the corporate world in 2012 to start RSVPselling and the framework has helped many of my clients win large new customers and contracts as big a hundred million dollars.Whether you’re talking over a coffee or sitting in a board room, you should ask these four sets of questions of your sales manager or sales person every time