Delivering Consistent, Predictable Sales Growth: 360° Sales Analysis

Is your company - Experiencing a sales plateau?

• Considering a potential pivot?
• Contemplating a leadership change?
• Continually replacing sales people?

If so, something has gone wrong. Before making changes, you need to understand the root causes that led to the issue or the downward motion will spiral even faster.

Is your company...

• Launching a new product or solution?
• Hiring an initial sales team?
• Seeking to accelerate growth?

If so, then you need to understand and prioritize those events that are going to accelerate capturing the market, drive revenue, and increase valuation.

The first step...

in resolving any problem or creating a plan for accelerated growth is to understand the challenge. The sales process is complex and impacted by every part of the organization as well as external factors such as the market and competitors. The acceleration of sales growth cannot be understood or controlled when only considering a few factors such as a sales person’s activity, number of contacts, or ability to close but rather must be a holistic approach addressing all the growth factors.

Sales Growth Factors

Leading indicators are always present before any significant change in growth. There are an infinite number of signs that may be present but fortunately, they all tie back to one of the 12 growth factor categories in the chart. Understanding and quantifying the sales growth factors will enable the leadership to accelerate growth, deliver consistent quarterly results, and increase valuation.

The 360-Degree Sales Analysis

The service designed to quantify each sales growth factor from the viewpoint of every functional area creating a complete picture of the viability of the sales process. This process is accomplished through interviews of people in each functional area and analysis of critical resources such as CRM data and dashboards. The results are summarized in an executive overview prioritizing areas that need to be addressed to accelerate growth. The detailed report includes feedback and suggestions for each functional area across the 12 sales growth factors.

 Case Study – Turn-around / Pivot

Challenge: A 15-year-old technology company missed the market for their solution and was attempting a pivot. The company was on the third complete overhaul of the sales team and sales leader in less than two years.  The 360-Degree Sales Analysis revealed that the messaging did not resonate with customer pain points; processes were burdensome; marketing was limited; comp plans were very difficult to understand; and there was significant finger pointing and blame among departments.

Key Suggestions: 1) Tune the messaging and value proposition to resonate with customer pain points. 2) Enable the sales team with a specific strategy, objectives and the new messaging. 3) Introduce specific marketing to generate leads. 4) Eliminate trash from CRM, create meaningful dashboards and analytics that were trusted by C-Suite. 5) Create lean processes that enabled the sales team.

Results: Generated $7.1M in qualified pipeline and booked $1.4M within 6 months.