One of the key objectives for a CEO of any business is growth. Often growth is talked about, but how often is it executed? Here at ciyga we take the challenge of sales and growth seriously and believe fundamentally the solution lies in ‘People, Process and Technology’.  

People  

People are always the biggest challenge, being able to retain and nurture key talent, especially in a sales environment, is incredibly difficult. Any sales organisation will have an ‘A’ team, a ‘B’ team and a ‘C’ team, being open and honest in scoring the ability of people allows the leadership team to be effective in developing the right people. Recognising and leveraging individual strengths and creating a diverse mix of skills is not just beneficial but essential to driving growth. Similarly, empowering employees by creating an environment where they can flourish is not just good for morale; it’s good for business. 

Process 

Next is process, before jumping to technological solutions, it’s crucial to optimise existing processes. This is particularly true in the sales function, where efficiency and predictability are paramount. Defining the sales playbook, creating the correct cadence through regular and collaborative pipeline reviews coupled with opportunity reviews are all required from a discipline and pipeline predictability point of view. Nevertheless, a business should not have a process for process sake, ultimately the main function is to allow the sales team to do what they do best, get out there and sell!  

Technology 

Finally, Technology, while important, should be considered after people and processes have been addressed. It should enhance what’s already working well, rather than be a magic fix for underlying issues. When used correctly, technology can streamline operations and contribute to a disciplined, systematic transformation within the organisation. Finding the right sales engine or CRM tool are fundamental but will not provide long term growth without the right people or process in place. 

Understanding the red flags preventing growth comes with experience, when applied with the correct balance, ‘People, Process and Technology’ can improve sales predictability and ‘make the boat go faster’ within an organisation of any size. Don’t fall into the trap of hoping for growth, but instead, plan for it.

Growth starts with a conversation, to arrange a chat book some time in our calendar below or take our brief readiness assessment to help you gain more insight.