Will Your Revenue Increase in 2008?

A large percentage of companies plan to maintain the current sales and marketing program but expect a stronger result next year compared to this. Some companies will improve execution of the plan and they will see stronger results. However, if you really want to increase the odds of hitting the new year’s revenue target you should be strengthening the program.

What to change, where is the weak link?

For every company the answer differs. Some should shorten the sales cycle; others need a stronger sales process to overcome commoditization. Many companies are not pursuing the most attractive market segments; and many need more differentiation. A few have great differentiation but their sales force doesn’t know how to communicate it effectively to the market. Many companies have sales folks who have confused product knowledge with sales process. Some companies are not sure which sales people to keep. Most have sales support tools that are outdated and ineffective.

Knowing where to start is the first step!

Progress begins with selecting the change in your sales and marketing activities that will yield the greatest result. We have a method for helping you determine where that starting point should be. A 90 minute discussion will usually help us narrow the starting point options down to a few alternatives.

By the way, some of the most profitable companies we have ever worked with did not have goals to increase revenue each year. Their goal was to replace the least profitable work within the house and maintain revenue at about the same level as prior years. It is an interesting model that is grounded on becoming more and more selective each year. If you are in a mature market this might be a model to consider. While public companies have to continuously grow there are other options for private companies.

To continue this discussion, and make it about your company’s changes for 2008 please contact me. You can email us by clicking the button below.