Sales Turnaround
Book 1
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Book 1
Book 2
Book 3
Book 1
Book 2
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Book 1
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Home > Business and Economics > Business and Management > Sales Turnaround: A Playbook for ?Growth and Revenue Performance
Sales Turnaround: A Playbook for ?Growth and Revenue Performance

Sales Turnaround: A Playbook for ?Growth and Revenue Performance


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About the Book

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.

Table of 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

About the Author :
Mark is a transformative sales leader and advisor with over two decades of experience driving growth in tech and B2B companies while guiding Private Equity clients to maximise portfolio performance. Renowned for pioneering methodologies like *Impact-Centric Selling®* and *FutureSight Revenue Analytics*, Mark has redefined sustainable success in sales and revenue organisations. His career highlights include leading transformative sales turnarounds, coaching hundreds of executives and teams to peak performance, and achieving breakthrough results in post-M&A integrations. With senior leadership roles such as Managing Director, CSO, and Engagement Leader, alongside a track record of founding and successfully exiting multiple companies, Mark delivers unmatched expertise to his clients.


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Product Details
  • ISBN-13: 9781836150886
  • Publisher: Grosvenor House Publishing Ltd
  • Publisher Imprint: Grosvenor House Publishing Ltd
  • Height: 229 mm
  • No of Pages: 240
  • Returnable: N
  • Returnable: N
  • Sub Title: A Playbook for ?Growth and Revenue Performance
  • Width: 152 mm
  • ISBN-10: 1836150881
  • Publisher Date: 27 Mar 2025
  • Binding: Hardback
  • Language: English
  • Returnable: N
  • Returnable: N
  • Spine Width: 15 mm
  • Weight: 526 gr


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