It doesn't take much to look at a performance chart or the P&L and see how you are doing from a revenue perspective. More difficult is to determine the root cause, verify the reporting, add the necessary context, and begin to think through the actions needed to course correct. The data might be in your CRM, yet few know how to do the revenue analysis needed to deliver the insights wanted.
We use the Science of Sales to help our clients succeed.
Each performance category presents a similar problem in terms of what to change. For High Performers, what needs to be changed to stay on top, whereas for Under Performers, as with Erratic and UnProven, the changes are hidden. A common approach with Under Performers is to lay blame on the sales people, yet that rarely helps. UnProven's lack a foundation of information to work with, while Erratic Performers are impossible to predict. Predictive challenges create indecision for investors, strategy, and resource allocation. Friction results, speed of execution slows.
Worse, your CRM tells you nothing except where you've been. And even then in most cases it misses the necessary.
The Science of Sales is an approach that examines your prior 8 quarters of revenue, and 2 quarters of projected revenue stream to sort out what is going on. From there we diagnose the situation, prescribe playbooks appropriate for the task at hand, work with you to implement the change, delivering the outcomes you want and need.
In an ideal world. complex things would not only appear simple, they would be.
We promote a segmentation model based on 4 discrete elements that when combined crate a distinct and unique category we call a value segment.