How executive leadership teams stay on top of the expectations treadmill.

Revenue growth trumps profits. And there’s no time to waste when it comes to revenue growth. Slow and steady no longer suffices. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. 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. 

 

Intensifying pressure to meet aggressive revenue growth goals has led many top executives to put a Revenue Growth Methodology into place. This management method leverages emerging best practices that enable leadership teams to increase the rate of revenue growth faster than their competitors and their industry. 

 

Of course, revenue growth is not a new goal. Executive leaders are charged with creating value for shareholders. And the key to higher valuation for shareholders is revenue growth. What is different now, though, is the trend driving the continued rise of expectations. Investors in successful companies expect the growth to continue forever. A decrease in growth, no matter how small, can result in a large decrease in market value. 

 

Newly appointed executive leadership teams often experience low expectations at the outset, with much room for improvement. But that scenario does not last long. Once signs of success are visible, investors push expectations ever higher. Executives who rely on herculean feats may exceed expectations in the short run but that’s not a sustainable growth strategy. 

 

Instead, a Revenue Growth Methodology helps executive leaders surmount the challenges of the expectations treadmill and deliver consistent, long-term performance and growth. In particular, the Revenue Growth Methodology helps executive leadership teams pave the way to new sources of revenue growth. This management method focuses on revenue growth, not profit optimization, because at the end of the day markets, public and private, place a higher value on revenue growth than profit optimization. 

 

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

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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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