As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads to larger deals, faster sales cycles, and higher win rates. When done poorly, time gets wasted and top line revenue numbers suffer.
Want to be the hero of your Revenue Desk initiative?
Download the Win Strategy Tool. This tool enables a standardized agenda for Revenue Desk meetings, focuses on key areas to help think strategically about the opportunity, and when utilized effectively, increases win rates and average sale price (ASP).
Follow these five steps to reduce the dysfunction and drive value out of your Revenue Desk that impacts the top line of an organization:
Five Steps to Minimize Disruption in your newly Defined Revenue Desk
- Develop the Revenue Desk Charter
- Create the Revenue Desk Process
Need help setting up an effective Revenue Desk? Review a recent SBI blog on upgrading your Revenue Desk.
- Select the Appropriate Revenue Desk Members
- Implement a Cadence and Standardized Agenda
When it comes time for the Revenue Desk meeting, consistency is paramount. Have a defined and reoccurring meeting on the calendar, and ensure Sales has visibility into the cadence. 24 hours prior to the meeting, send out communication on which deals will be reviewed, and who is required to attend.
- Enable Sales by Creating a Revenue Desk Template
Implementing these five steps will limit the dysfunction within a Revenue Desk and lead to better top line numbers for an organization. Don’t let your Revenue Desk transformation miss the mark by avoiding structure and process.
How do you get started with these five steps? SBI has given you a head start by providing a tool for sales to implement immediately around negotiating with Buyers. This Win Strategy Tool can be leveraged as your standardized template that you can immediate roll out and begin executing.
Need a Revenue Desk overhaul? Schedule a working session at SBI’s Studio.
Located in Dallas, TX, our facility offers state-of-the-art meeting rooms, lounge, full-service bar, and a studio used to tape our TV shows. SBI provides the location and facilitators, all at a compelling price point.
As a guest of The Studio, you’ll get unlimited access to SBI’s CEO, Partners, and a handpicked team of experts.