Episode 7. Following your passion with Venetia Major

Episode 7. Following your passion with Venetia Major

In this episode, Andrew discusses how and when sales coaching should be incorporated into The Right Model, and its importance for overall client and sales success. Whether this be focussing on improving the bottom performing segment of the company, or discussing the performance of salespeople with clients themselves, sales coaching achieves peak performance and higher self confidence and morale in the team. In particular, it has been found that coaching conducted externally from the leadership structure best enhances corporate performance. Does your sales strategy assist your clients in solving their strategic imperatives?

Episode 14. CEO Led Sales Plan Pt.2

Episode 14. CEO Led Sales Plan Pt.2

Join us in this episode with Andrew Philips, our podcasts owner, and the author of “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew delves further into his CEO-Led Sales plan with an awaited part 2.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Episode 13. Implementing the Sales Plan

Episode 13. Implementing the Sales Plan

In this episode, we look at a real-world implementation of the CEO Sales Plan. Andrew explains how this process has been approached with a current client, and what this looks like for that team. The discussion covers changes to the length of the sales pipeline, methods to achieve focus and clarity, in both organisational strategies and for each individual client and opportunity, and how KPIs – and what KPIs - can be adjusted and worked into existing organisational systems and reporting cycles. These KPIs are not fluff – they are selected chosen on the immediate, measurable impact on success.

Ultimately in this episode, we are looking at the what and the of how driving our sales plans to success.

Episode 12. Industry 4.0

Episode 12. Industry 4.0

Industry 4.0 – the fourth industrial revolution is already here. Created by the advances in technology changing the way we operate, businesses need to stay ahead by actively keeping up with changes to data processing, automation, and machine learning. Digital transformation is critically important for companies to stay ahead of competitors. Once, the new technology would not mean an unbeatable competitive edge. We are warned now that with Industry 4.0, some advantages enable such operational efficiency, that the companies that get this right early, will have a strong advantage into the future.

Episode 11. How the election can affect Federal Government spending

Episode 11. How the election can affect Federal Government spending

Join us in this episode with Andrew Philips, our podcasts owner, and the author of “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew discusses both State and Federal Governments: how they are managing technology in a post-Covid19 era, data and trust, and the upcoming Federal Election.

The next 6 months are critically important as the decisions made by the Federal Government can impact business opportunities – including the type of tenders released as budgets allocations are changed. Andrew stresses the need to be in tune with the political environment, as Federal decisions can be major influences on the industry in which any business operates.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Episode 10. State of the Market

Episode 10. State of the Market

Join us in this episode with Andrew Philips, our podcasts owner, and the author of the book “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew discusses the criteria you need to hire a stand-out sales team and client success managers. The current state of the economy and talent market is broken down, including Andrew’s view on the requirement for attracting talent when talent is scarce.

The industry is slowly changing, and it’s clear a short-term mindset and lack of strategy will cause more harm than good. Some businesses are facilitating change by bringing in new people - changing the culture through an influx of new talent, with the right industry backgrounds, but from different roles.

This discussion sheds light on the current state of affairs and provides insight into what business leaders need to prepare for in the near future.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Episode 9. The Power Plan

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

This is the final episode exploring the CEO Led Sales book, and Andrew introduces us to the Power Plan. Implementing the Power Plan is uncomfortable, enlightening – and essential.

The Power Plan is scored on the 4 C’s - Credibility, Capability, Commitment and Control. Credibility explores knowledge and trustworthiness. Capability looks at the actual, genuine ability to deliver on a deal. Commitment measures the current state – is this client already a buyer? Are they interested, loyal, distant? Control is the hardest to pin and looks at the influence exerted on a deal, the sway evident in the tender document when it is released. Each of these creates a measurement, and Andrew dives into exactly what they are, why they help, and how to use them.

It has been great to have Andrew Ford joining us as our interviewer across these episodes. A big thank you to Andrew for the apt questions and conversation.

Future episodes will see author Andrew Phillips interviewing CEOs from large enterprises on their sales approaches, and discussing their experiences, strategies, and tactics for driving a successful sales pipeline. Stay tuned!

Finally, templates for all of the concepts discussed in this series so far are available on the website (andrewphillips.com). Go and explore, and give Andrew a call if you need a hand.

Thank you for joining us. See you next time.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Episode 8. The Pursuit Plan

Episode 8. The Pursuit Plan

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces us to the Pursuit Plan. Put this and the upcoming episode on the Power Plan together, and you can get started immediately.

The Pursuit Plan is an analytical investigation of the strengths and weaknesses of each individual deal, the client, and the approach. All of this is detailed, spelled out, and has owners assigned to it. In short, the Pursuit Plan is your bible.

Andrew explains the impact this Pursuit Plan can have on the success of both new and renewed deals, as well as it’s important no matter how long of a tenure an existing client may have with your business.

Episode 7. The Remuneration Plan

Episode 7. The Remuneration Plan

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces us to the controversial “remuneration plan”. Andrew explains why he views the traditional split of ‘base’ and ‘at risk’ pay, plus individual incentives for a sales team are outdated, being that is creates peaks and troughs and shifts focus to the pay check and away from the needs of the company, clients and shareholders. The remuneration plan addresses this.

Episode 6. The Team Plan

Join us in this episode with Andrew Phillips, our podcasts owner and the author of the, now available, book, “CEO Led Sales”. Andrew is joined by our host and interviewer, the Managing Director of Social Star, Andrew Ford.

In this episode, Andrew introduces us to The Team Plan. Taking us through who in an organisation should be involved in each sales deal, and how their roles should change to make this work. This team should capture everyone in an organisation, from the Client Expert (salesperson) to HR and Legal, through to the receptionist or store person. This change in process involves a cultural shift, and Andrew takes us through what this involves and the benefits this approach has on the success of sales.

About Andrew Phillips:

Andrew Phillips is a dynamic executive leader with over 30 years’ experience in the contemporary management of people and projects. Widely recognised as a thought leader, Andrew has provided strategic guidance on a range of mission-critical situations, varying from siege situations to tier-one systems integration. Andrew is recognised as a leader in his field and one of the most sought-after sales professionals in Australia.

About CEO Led Sales:

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.

If you would like to connect with Andrew or have any feedback on the series, please reach out at: andrew@ceoledsales.com.au or LinkedIn: https://www.linkedin.com/in/andrew-gordon-phillips/

Episode 5. The Attainment Plan

Episode 5. The Attainment Plan

In this episode, Andrew introduces the “Attainment Plan”. A deep, robust and detailed plan on how the client success manager intends to win each client. Andrew lays out the process of strategic sales planning, from deep learning and knowledge of each client, to understand the market opportunities, and finally touching on the sales team. While this plan might seem intimidating, the rewards are great. This plan sheds transparency on the sales pipeline and is a critical competent of creating confidence in predicted revenue and deals.

Episode 4. The CEO Sales Plan

Episode 4. The CEO Sales Plan

In this episode, Andrew introduces the “CEO Sales Plan”, explaining what is and how it works, providing some examples of what is included in this plan, and emphasising its importance as the defining, driving document to revolutionise sales in an organisation. Andrew is clear that this document is owned and driven by the CEO, and could be considered the rudder that begins to turn the sales ship in your organisation.

Episode 2. Sales Models are Broken, Let's Fix It

Episode 2. Sales Models are Broken, Let's Fix It

CEOs often relinquish control of revenue generation to the sales team. This removes the control of the income generation and requires a rethink. By creating a CEO sales plan, it provides clear guidance to the company on the importance of the sales function and the direction the sales teams should pursue. It adds clarity and certainty to the process and rewards the CEO with more trust in the numbers.


Episode 1. Why Did I Write a Book About Sales?

Episode 1. Why Did I Write a Book About Sales?

I had always felt that sales teams' focus was generally on the wrong thing – their success, not the clients. I fundamentally believe this approach inhibits a more predictable, long-lasting success for the Stakeholder – (Clients, Company and Shareholders).

CEO-Led Sales is arguing a different way. It's certainly not positioning this approach as an easy way to implement this transformation over the short term. Rather, it's a long term change of thinking and culture designed fix to the current issues I see in enterprise selling and give the CEO confidence in their team and forecasted revenue.


How to build an organisation that supports Partnership selling

“An effective sales organisation is one where sales is ingrained in the leadership at the very highest level”.


That was the premise of the first in my series of articles on Sales Leadership, in which I explored three sales styles – the Transactional, the Traditional and the Partnership approaches. You can read the full article on my website.

Active Leadership: When Leadership fails – Management prevails

Active Leadership: When Leadership fails – Management prevails

Great leaders expose themselves to their teams, allowing their teams and staff to be part of their success measurements. They embrace activities like setting “Leadership Promises”, embarking upon reverse mentoring programs and enshrine in their culture regular face to face meetings with all staff and take active steps to address individual issues and themes as they arise.

4 Days on the Bike

We were riding 2 Surly’s and an On One Fat Bike. The total trip was about 100klm with 2.5klm of vertical climbing… other than the delimited tyre on the On One the bikes were completely reliable even though at most stages they were caked deep with mud… fantastic experience.. We are planning the next ride now.. 

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