Evaluating a Sales BPO Strategy: The CFO’s View The CFO’s View of Resource Expenses In many companies, senior leaders of operating departments, including sales leaders, don’t always have the full view of resource expenses in their P&Ls. The CFO, however, has...
Thinking of Adding Inside Sales? In most organizations, the sales function has been built over time, and improvements are made in an ad hoc fashion as needs arise. Unless there is a merger, acquisition, or some other compelling circumstance, it’s uncommon for...
It’s not uncommon to face struggles when leading a sales team. However, how you handle the hurdles, overcome the challenges, and learn from mistakes made are the true marks of a great sales leader. So, the first order of business should be to evaluate your greatest...
Q1 is behind you and your channel partners are behind on their number—just like they were last year. You’ve got time to right the ship, but time is running out as the miss compounds into the summer. You are not alone. Many sales executives take a look at their current...
Typically, a company’s CFO or senior financial executive is a fiscal-planning resource. He can contribute a comprehensive viewpoint and appreciation of the company’s financials. The CFO offers a clear view of the fully burdened cost of resources—including sellers and...
