The reasons companies struggle to achieve desired growth
Revenue, Revenue, Revenue
Factors Influencing Revenue Generation and Growth
The generation of revenue (the Top Line) from sales is influenced by numerous factors and conditions; some obvious, others more subtle. While executives often simply focus on individual reps that don’t hit their numbers as the reason for slow growth, we have found that the ecosystem around the revenue generators can be just as important a contributing factor.
The Complexity of Revenue Growth Challenges
Every organization, along with its sales and marketing teams, is unique. There is no universal, one-size-fits-all solution to revenue growth challenges. Through decades of experience, we’ve observed that sales and revenue problems typically arise from a combination of factors. These issues may range from large and complex to small and straightforward.
Interconnected Challenges Impacting Revenue Growth
Demand Generation & Marketing
- The role of the website as the most important sales asset. Does your web site tell the story well?
- Is marketing generating enough leads at the top of the funnel to generate the deals and revenue needed at the bottom of the funnel?
- Do you have a sufficient content and media strong strategy?
Talent and Skills of the Sales Team
- Are team members equipped with the necessary skills and expertise?
- Do they have the right attitude and aptitude?
- Are you always recruiting for the best talent?
Go-to-Market Strategy
- Does your GTM fit your target market?
- Direct sales approaches.
- Distribution networks.
- Online sales channels.
- Use of representatives and referral partners.
Product or Service Offering
- Does it meet market needs?
- Are the feature sets adequate and relevant?
- Does it solve a real problem, or is it a solution searching for a problee, and improve your bottom line.
Market Positioning and Branding
Do we have effective targeting and an understanding of the ideal customer profile?
Compensation Plans and Quotas
Does the comp plan shape the desired behaviors and outcomes?