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

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.

 

Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year. 

 

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.

 

Have expectations gone up and left you wondering if you can make your number? Here is a Revenue Growth Diagnostic 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

     

Sales Revenue Growth

 

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived 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. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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