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October 9, 2014
Proving Results Early in a Sales Initiative
By:
Tom’s VP of Sales is preparing to sit down with the CEO and Board. Last quarter the message was clear: “Revenue growth, now.” Every VP understands the necessity of short term uplift. Sales executive tenures are historically shorter than their peers. So, naturally, the VP promised to start generating revenue in the next 90 days. But it has not happened. Here’s why:
These initiatives are some of the more common initiatives Sales Orgs are undertaking. SBI’s 8th Annual Research Report breaks down how world class organizations are executing them. The report lays out many more common design, plan and execution strategies. A key component discussed in the report is measuring transformation initiatives. This will help Tom, as he prepares his VP for the board meeting.
Tom and his VP are confident the moves they made are the right ones. They are redesigning the plane mid-flight, and revenue has not dipped. Conveying this to the board is difficult, but should be addressed through 3 metrics:
Every board wants quick results. But every board also wants long term viability. Tom must show that the vision for both today and next year is correct. Proving results in the short term builds momentum. This will ensure his team is still intact to see the vision through.
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