How striving for more revenue stresses your sales organization and what to do about it.
A must-read for the C-suite and sales leadership.
From the back cover
Higher quotas, new logos, deeper vertical focus, greater account penetration and contract renewals - the sales leader mandate is all about hauling in more revenue. The challenge is that pressure from these increased demands will break things in your sales organization. Your current infrastructure was likely built to handle lower levels of sales activity. As the system stretches beyond its limits, the methods and approaches that once worked for you are no longer viable.
When these obvious cracks emerge, many sales leaders are tempted to reach for quick fixes like training or technology. The problem is that these reactive measures often fall short of expectations.
The Diligence Fix helps sales leaders ensure that their team is well prepared and positioned over the next three to five years to meet increased revenue demands head-on.
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Dear Sales Leader,
Running a growth-driven revenue organization is one of the most demanding jobs in business. The targets don't pause, the complexity doesn't let up, and the expectation to deliver never goes away. Yet the leaders I've had the privilege of working with keep showing up, keep raising the bar, and keep finding a way. That kind of commitment deserves more than admiration — it deserves the right tools.
After twenty years of consulting and eight years leading programming for ATD's SELL conference, the pattern is clear: CROs and sales leaders are not falling short for lack of drive or vision. The gap is almost always infrastructure. The sales organizations that scale — and stay there — are the ones with a disciplined operating foundation running underneath all that ambition. Everything else follows.
The Diligence Fix identifies ten dimensions of diligence that separate high-functioning sales organizations from ones that are always catching up — and gives you a concrete roadmap to build them. AI is accelerating the pace of change faster than any of us predicted. The leaders who are positioned to harness it aren't the ones who waited. They're the ones who built the foundation first.
The leaders who are ready for tomorrow started building today.
