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Full Description
Sales Turnaround provides a ground-breaking systems approach to revitalising sales performance, transforming even the most dysfunctional sales organisations into high-performance engines. Written by Mark C. Ward, Founder and CEO of Revenue Arc, this book delivers practical insights, case studies, and frameworks honed through decades of experience. Whether you're a CEO, sales leader, or advisor, Sales Turnaround equips you with tools to solve complex sales challenges, improve team alignment, and achieve unprecedented revenue growth. The book is structured around four critical phases-Envision, Diagnose, Design, and Implement-offering a comprehensive blueprint for transformation. Key themes include sales diagnostics, addressing sales dysfunction, strategic planning, capability building, and performance management.
Contents
PROLOGUE
FOREWORD
INTRODUCTION
PART ONE | ENVISION
Chapter 1: The System Imperative
Chapter 2: The Customer Journey Imperative
Chapter 3: Solid Foundations
PART TWO | DIAGNOSE
Chapter 4: Deep Analysis
Chapter 5: Dimensions of Performance and Change
1. Strategy
2. Structure
3. Processes
4. Technology and Tooling
5. Sales Culture
6. Sales Leadership
7. Capability
8. Talent Management
9. Performance Management Systems
10. Sales Compensation
11. Channel Partnerships
12. Pricing Execution
Chapter 6: Collaborating Alliances
Chapter 7: Clarifying the Vision
PART THREE | DESIGN
Chapter 8: Designing Solutions
Chapter 9: The Consulting and Client Teams
PART FOUR | IMPLEMENT
Chapter 10: Governance and Project Alignment
Chapter 11: Turnaround Planning
Chapter 12: Pilot Testing & Training
Chapter 13: Programme Rollout
Chapter 14: Turnaround Performance and ROI
CONCLUSION
ABOUT THE AUTHOR
