ThinkSales

BOB HERBOLD is the former Chief Operating Officer of Microsoft Corporation and the author of three books on leadership. His latest, What’s Holding You Back: 10 Bold Steps that Define Gutsy Leaders was released in 2011 by Wiley/Jossey-Bass. More on th

I frequently refer to the premise that the rate of change is one of the most powerful forces impacting both B2B and B2C companies in sales today. This is one of the key challenges companies need to overcome to sustain and grow revenue. Due to the rat

Are you battling to consistently identify, hire & retain competitive A-grade sales talent? • The cost of a bad hire is staggering. We identified with one client that placement of a poor sales executive cost them over R1,5 million in hard costs and lo

Sales managers are central to the performance of their teams. Have you considered how investing in them will yield results across their team? • Sales management is no less important than other business disciplines in finance, operations or marketing

What if you were offered a quick & powerful shortcut to identify critical development areas in your sales team? • A sales manager’s ability to identify each team member’s particular development areas is a lengthy and time-consuming process, one that

Are your managers focusing on the key metrics that matter (the activities that actually move the needle)? 83% of sales organisations are not. • Despite managers’ regular analysis of the numbers, it has little or no impact on improving results • Sales

What would it mean to your number if your managers could improve the performance of their team by 8% through formal coaching? • While you recognise the need for coaching reps to strengthen development gaps, your managers are not well equipped to know

Are you selling high-ticket or complex solutions where more and more deals stall or are lost to competitors? • Orchestrating a complex network of decision-makers and influencers is difficult • The right people are not hearing or understanding the ful

Are you experiencing a reduction of profit margins? Battling to differentiate your offering? Struggling to win new business? • Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exp

Is it time to adapt your sales engagement process to align with today’s evolving buyers & buying processes? • Many sales engagement processes are informal and inconsistently executed • This makes it extremely difficult for sales managers to obtain co

DESIGNATION: Head of Sales: Diabetes Care Management Centre, South Africa Sub-Sahara COMPANY: Roche Diabetes Care CAREER SUMMARY: After studying a BSc at Wits University, Rabali became a sales representative for pharmaceutical, Elli Lilly and Company