Great business leaders realize four primary benefits through emerging best practices and the perfect blend of strategy and execution.

How to Make Your Number in 2016 Workbook


Before you consider implementing the Revenue Growth Methodology, you’ll probably ask yourself one key question: What is the size of the prize? Executives who have put a Revenue Growth Methodology in place point to four primary benefits:


  • Improved probability of achieving revenue growth objectives


  • Increased customer lifetime value


  • Higher productivity per sales head count 


  • Decreased customer acquisition cost


However, these benefits are achieved only when great business leaders implement the Revenue Growth Methodology.


Enforcing a Standard of Excellence


By enabling executive leadership teams to blend strategy perfectly with execution, the Revenue Growth Methodology enforces a standard of excellence across the enterprise. It also embraces emerging best practices that provide a competitive edge, as opposed to standard operating procedures. Moreover, the Revenue Growth Methodology facilitates and achieves strategic alignment among the external market, the corporate strategy, and the functional areas.


Organizations that implement emerging best practices spend roughly the same on sales and marketing as organizations that do not. The difference is they acquire significantly more customers, resulting in much lower customer acquisition costs.


Heightening Customer Lifetime Value


Emerging best practices also impact customer lifetime value. Companies can charge more for their solutions when they consistently provide a more valuable customer experience. They also deliver solutions in a way that satisfies customers and results in lower customer churn.


Increasing Sales Productivity


Furthermore, implementation of emerging best practices results in higher productivity per sales rep, outpacing the industry. The entire organization is aligned around serving customers in areas where they need the most help. Executive leadership, product, marketing, HR, and customer service teams support the sales force in its pursuit of revenue growth. Win rates, plan attainment, and productivity all increase. Organizations that have adopted the Revenue Growth Methodology report a 94 percent success rate. However, less than a quarter of companies are working on implementing emerging best practices.


Before embarking on the Revenue Growth Methodology, leadership teams must understand this is not a quick fix. It is a long-lasting transformation that takes time to deploy and perfect. Success requires agility and continuous refinement in the field.


Now it’s time for you to take the next step and differentiate your company from the herd. Start by downloading SBI’s 10th annual workbook. In it, we provide a comprehensive set of questions specifically designed to keep your discussions on track. Each question is categorized as an emerging best practice, best practice, or standard operating procedure. Discover how the world’s top sales and marketing leaders meet aggressive revenue growth goals using the management methodology in our 10th annual workbook, How to Make Your Number in 2017 … and Every Year Thereafter.



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.


Matt Sharrers

Studies and works with the top 1% of B2B sales and marketing leaders who generate above average revenue growth for their companies.

Matt is arguably one of the industry’s most connected, and physically fit, sales leaders. He “lives in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. Because of Matt’s unique access to the best sales talent, private equity investors tend to turn to him first when they need to hire remarkable leaders to unlock trapped growth inside of their portfolio companies. Matt’s recent engagements include work commissioned by private equity leaders Permira, TPG, Bain Capital and Hellman & Friedman.


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