You're driving to scale, but is your sales engine running on guesswork? In my work, I find that ambitious businesses are often held back by friction in three critical areas: sales reporting that lacks believability, unclear sales leadership, and a commission structure that erodes trust.
If you look at your sales data and hear internal opinions on which data is true or you're stuck in director-led selling, this video is your strategic intervention. We are building the foundations for a self-sustaining, high-performance sales machine.
Pillar 1: Reporting for Decisions, Not for Show
The purpose of your sales reporting is simple: to make decisions and change the course of action. Reports just for reporting's sake create work and provide no value in the business.
Your dashboard must give you the true truth. I outline the three essentials your reporting must deliver:
- A One Source of Truth against your detailed strategy (deals, value, product mix).
- Measurable Activity Metrics —the sophisticated behaviours that truly move the needle.
- Visible Trends to confirm if your tactical changes are gaining traction.
Pillar 2: The Right Leader for the Right Growth
As you scale, the question is: Sales Manager (the Drill Sergeant ) or Sales Director (the Strategist )?
The biggest mistake is turning your best-performing salesperson into the manager - they fail. It's two different skill sets. The Manager must have credibility with the team they manage.
In the video, I detail the three levels of leadership and why I believe you should hire one singular Sales & Marketing Director. Don't miss the 100-day plan test I use to determine if a candidate is a true strategist.
Pillar 3: Rewards That Drive the Right Output
You "absolutely cannot mess around with people's take-home pay". The wrong structure will erode trust and cost you people.
I break down your reward strategy into three clear pots —Commission, Bonuses, and Perks. A key watch-out: Commission needs a threshold (e.g., 3x their cost ) to ensure they cover the cost of sale before they start earning commission.
The golden rule? Any individual reward must be for their activity and their output, with no barriers... outside of their control.
Ready to stop guessing and start implementing a predictable sales system?
Watch the full strategic video now!