Building a high performance team and setting up an operation for sustainable and
profitable revenue growth is something all CEOs want for their organization. Like
so many initiatives it starts with understanding where you are, where you need to
get to, and how you’re going to get there.
Revenue growth is the fundamental foundation of any business operation. Combined
with profit it will essentially determine “success.” The ability of any team to build
profitable revenue growth measures the entire alignment of the organization to stretch
from “strategy” to “execution.” It combines the structure, the processes and the
people/leadership to create a future of continued performance. The strategy builds
the foundation which culminates in a clear, concise, powerful and persuasive value
proposition which clients recognize and willingly engage. The execution results in
unified teamwork, process, and messaging with a simple focus on what is sold, who
it sells to, and how it gets sold. When alignment of strategy and execution exists
client relationships are receptive, opportunities close efficiently, and team members
on board and grow quickly.
Understanding what stage of sales effectiveness your organization is at is critical
in determining what action can be taken to increase revenue achievement via enhancement
to overall sales and marketing operations.
The optimal approach to determine the stage of effectiveness is to conduct an Operational
Assessment customized for your organization. Typically an assessment will take 2
to 4 weeks depending largely on the size of the operation. Assessments need an objective
review of the complexities of the people, the processes and the structure of the
operation. The key to finding optimal insight is to tailor a rigorous audit and analysis
which identifies obstacles and opportunities impacting growth. The most important
resulting output is a customized action plan.