My learnings as a new CEO on WHAT really matters when you are trying to build the business….
In 2007, I took on my first CEO role—leading the India subsidiary of a top-tier Italian cookware brand. We were setting up local manufacturing, building out supply chains, hiring leadership across functions… the full works. But the real challenge wasn’t in production, HR, or finance.
It was sales.
Despite being a sales leader for most of my career, I found myself grappling with sluggish growth in the domestic market. While exports thrived—thanks to support from our parent company—domestic sales floundered.
“Our cookware is too expensive.”
“Dealers want lower prices.”
“Margins are too tight.”
“Competition is discounting heavily.”
These were classic objections. But something wasn’t adding up.
While other departments leaned on structured processes and performed steadily, sales kept chasing numbers without a plan. That’s when it hit me:
We were aiming for results without following a process.
That was the turning point.
We restructured the sales approach to follow clear, consistent sales processes—just like HR, manufacturing, and supply chain were doing. Within a quarter, productivity improved. And for the first time, I could stand in the boardroom and confidently defend our domestic sales performance.
This experience became a foundational insight for me:
No matter how well your other departments perform, if sales productivity is broken, your business results won’t reflect real success.
This is exactly why I built the GASP Sales Academy—to help CEOs, founders, and business leaders embed superior sales productivity as a strategic imperative.
Because at the end of the day,
Superior Sales Productivity = Superior Business Results.
And these are attainable with Processes in GASP, SPARK & SPRINT – our flagship offerings to build sales productivity that delivers Superior Business Results !
It sounds simple. But it’s the hardest thing to get right—and the most rewarding when you do.
If you’re serious about building a sustainable, performance-driven sales organisation, let’s talk.