Top-producing heads of sales master the playing field to reach their number.

Your sales strategy sets direction with an operational plan to achieve revenue growth objectives. It also determines which sales programs you will invest in to accelerate sales efforts, and which programs you will forgo. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number.

 

If you are not exceeding your revenue growth goals every year, there’s a good chance your sales strategy needs some retooling. The following questions help determine whether you’re setting your team up to make, or miss, its number in 2017:

 

  • Competitive standing: Are your competitors or your industry growing faster than you?
  • Prospecting: Are you lacking enough opportunities in the pipeline?
  • Sales process: Are your deal sizes stagnant, and sales cycles lengthy?

     

If you are contending with any or all of the preceding issues, begin by framing the situation correctly. Challenge your current assumptions. And compare yourself to sales leaders who achieve aggressive revenue growth goals without fail. What are they doing differently? Contemplate breaking your large sales strategy problem down into smaller, easier-to-solve chunks. Last but not least, get an outsider’s opinion. You may be too close to the situation to be objective.

 

Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job

 

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Make Your Number in 2017 - Special Strategic Planning Issue

Discover how a successful Revenue Growth Methodology will see increased productivity and higher standards in your organization using our 10th annual workbook.

ABOUT THE AUTHOR

John Staples

Leads teams of highly qualified experts, all relentless in their pursuit of helping you make your number.

John is the global leader of SBI’s account management business unit. As such, he and his team help clients across 19 verticals drive top line growth and operational efficiency in sales and marketing.

 

John’s marketing, sales and product expertise span a multichannel strategic approach. He has an unyielding focus on strategic and key account development, which enables strategic alignment between all functional team members in order to reduce acquisition cost and increase lifetime value.

 

His broad experience in sales, marketing, product and engineering allows him to bring a unique problem solving approach to his team and clients. As he has discovered through decades of experience, clients are often distracted by the symptoms of a larger problem and overlook the root cause of it.

 

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