What is Ailing Your Sales Organization?

Topline revenue is the fuel that drives the economic engine of a business. It is the first indication of health or illness in an organization. GREAT companies deliver strong, sustainable, profitable topline revenue consistently over time. GOOD to AVERAGE companies struggle to build long-term, predictable topline revenue performance and value creation.

Q1: Why?

A1:  CXT Partners believes it comes down to the “10 Dimensions of High-Growth Sales Organizations”. Much like a Formula 1 engine, the 10 dimensions or “cylinders” that drive the sales organization and deliver fuel for the economic engine must be highly synchronized, with each performing to maximum potential: thereby delivering world class topline performance.

Q2:  What action should you take if your topline is struggling?

A2:  We recommend a diagnostic evaluation, supported by our data analytics processes, using our “10 Dimensions of High-Growth Sales Organizations”:

1.  People – talent acquisition & management, organizational design, resource allocation, onboarding & training, leadership development, engagement & retention. Success begins and ends with PEOPLE.

2.  Planning – sales planning, territory planning, goal setting, compensation model. “Plan your work & work your plan.”

3.  Sales Strategy & Alignment – market intelligence, customer strategy, channel optimization, industry & customer segmentation, functional alignment. The HOW to drive growth for the organization.

4.  Tools / Business Information – CRM platform, account management, contact management, activity management, opportunity management, sales forecasting, business intelligence. Aligned to Dimension 5 – Sales Process.

5.  Sales Process – defined and executed stages of selling, sales roadmap, sales methodology, sales cycle management, revenue generation & value creation process. The WHAT you do and HOW you do it to accelerate revenue performance.

6.  Sales Productivity – execution, territory management, customer engagement, CRM utilization, sales support, revenue generation metrics, sales funnel performance. PROCESS –> EXECUTION –> SPEED –> ACCOUNTABILITY TO GOALS & FORECAST.

7.  Sales Performance Management – KPIs & sales dashboard metrics, accountability to goals & forecast, growth contribution per sales resource, product & service mix, customer & territory expansion. “What gets MEASURED, gets DONE!”

8.  Sales Operations / Controlling – market & customer insights, sales steering, data analytics, sales enablement, sales forecast to performance. Back-end steering and management of revenue generation requirements.

9.  Commercial Marketing – product & service strategies, demand generation platforms, lead generation, sales collateral, social media & website messaging, sales campaign support. Marketing expertise enabling Sales.

10.  Sales Recognition Programs – formal, global & regional top performers, formal & informal motivation, and recognition programs. ENERGIZE and MOTIVATE Top Performance consistently.

Q3:  Is your Sales organization optimizing ALL 10 Dimensions of High-Growth, Value-Creation Sales Organizations?

A3:  If YES, stay the course and build! If NO, contact us TODAY for a FREE “10 Dimensions of High-Growth Sales Organizations” Evaluation!

CXT Partners – Delivering Customer Xtreme Business Performance Acceleration!