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Breakout Sales Growth Methodology (PowerPoint PPTX Slide Deck)
PowerPoint (PPTX) 104 Slides
BENEFITS OF THIS POWERPOINT DOCUMENT
- A framework and methodology for effectively managing aggressive sales growth.
- A pipeline management system that takes most of the guesswork out of forecasting near term revenue.
- A system using analytics to create competitive advantage
SALES PPT DESCRIPTION
Why should you buy Breakout Sales Growth (ak; BSG)?
"Because BSG is a best practice strategy designed to consistently achieve revenue goals, that's why! And… Breakout Sales Growth has just been updated to reflect marketplace changes, I think you will like it," Howard Highsmith, CMC Emeritus, President.
Expect the Level of Competition is going to increase in the near term. Why? Because, as the technology playing field has matured, the marketplace will tend to eliminate sales organizations that don't have their act together. Remember these words: Don't Tell, Listen, these organizations are called Laggards and, on average, they are only achieving 25-35% of their stated revenue goals.
The Technology Industry:
There is a tried-and-true expression that is an excellent metaphor for describing the lifecycle of the technology industry; "a rising tide lifts all boats." This metaphor also serves as a advanced statement, already mentioned, that signals the technology industry has reached maturity and technology sales organizations critically must re-evaluate their revenue generation strategies.
Breakout Sales Growth is a foundational strategy to build a sales organization that:
1) sustains revenue, and goal attainment, period-over-period, and
2) is rooted in best-in-class practices
You should know, I estimate, only about one-in-fifteen of sales organizations are operating in the elite, best-in-class category. What do they do that is different? They achieve their revenue goals, not by accident, but by practice.
What You Will Learn About (in random order):
• Goal Setting
• The Big Picture
• Goal Alignment
• Strategy Planning
• Goal Attainment
• Vision & Leadership
• Sales Activity
• Core Values & Ethics
• Analytics
• What's Your Endgame?
• Strategic Thinking
• Words to Consider
• IBM, Access to Information
• IBM, Competitive Advantage
• Marketing & Sales Model
• Why Do Salespeople Fail?
• CSO Insights Study, Performance
• Creating Competitive Advantage
• Analytics Creates Intelligence
• Predicting the Future
• What's Your UVP?
• Analytics, KPIs & KFIs
• Deal Planning
• Buyer-Seller Relationships
• Marketing & Sales Facts
• Silver Bullet Book Excerpt
• Managing the Process
• About Howard Highsmith, "What others say"
• Deliberate Practice
• Organizational Purpose
• The Sales Funnel Concept
• Mapping the Process
• BSG Workflow Notes
• Sales Pipeline Mapping
My approach to creating an aggressive growth strategy is based on four principles:
Be Best-in-Class.
Carefully match the best people for the job, especially the Hunters and to a lesser degree, the Farmers.
Establish shared accountability for producing results.
Build a process-based framework model that will sustain sales results and growth year over year and manage it closely.
So, if you're going to go to the trouble of transforming the ways you're currently approaching the market, sustaining sales results ought to be the endgame.
Breakout Sales Growth provides a comprehensive framework for aligning sales activities with strategic goals. It emphasizes the importance of deliberate practice and analytics to drive sustained revenue growth.
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TOPIC FAQ
What are the typical components of a sales growth methodology I should plan for?
A practical sales growth methodology typically includes goal setting and alignment, strategy planning, mapping the sales funnel and pipeline, deal planning, analytics to track KPIs and KFIs, and mechanisms for goal attainment and leadership. Breakout Sales Growth explicitly covers Goal Setting, Sales Funnel Concept, Sales Pipeline Mapping, Analytics, and Goal Attainment.How should I use KPIs versus KFIs when forecasting sales performance?
KPIs measure current performance outcomes while KFIs serve as leading indicators that presage future results; analytics should combine both to create predictive intelligence. Breakout Sales Growth addresses Analytics, KPIs & KFIs and their role in predicting the future for forecasting purposes.What does deliberate practice look like when applied to improving a sales team?
Deliberate practice for sales focuses on targeted, repeated skill drills, role-specific coaching, and measurable activity goals—especially for outbound Hunters—to raise consistent performance. The Breakout Sales Growth methodology includes Deliberate Practice as a core element to sustain revenue results.What should I prioritize when choosing a sales growth toolkit for a technology firm?
Prioritize tools that enable clear goal setting and alignment, a process-based sales workflow, sales pipeline mapping and deal planning, and analytics that separate KPIs from leading KFIs. A toolkit aligned to those needs will support sustained revenue attainment and process management such as Sales Pipeline Mapping.How do I map my sales pipeline to improve conversion and forecasting?
Map the pipeline by defining funnel stages, mapping required sales activities at each stage, assigning owners, and linking stage progression to KPIs/KFIs for forecasting. The process should include Sales Funnel Concept, Mapping the Process, and Deal Planning as documented in the Breakout Sales Growth approach.My tech company consistently misses targets—what practical steps does a sales growth framework recommend?
Reassess and reset goals, align strategy planning to those goals, map the sales process, implement analytics for KPIs and KFIs, and institute deliberate practice and role matching for Hunters and Farmers. Breakout Sales Growth highlights these actions and notes laggards often reach only 25–35% of stated revenue goals.How can I create shared accountability across sales and marketing teams?
Create shared accountability by aligning goals top-down, defining process ownership for each pipeline stage, matching roles to activities (Hunters vs. Farmers), and tracking agreed KPIs/KFIs in a managed process-based framework. The methodology underscores establishing shared accountability for producing results across roles.What common failure modes lead to underperforming salespeople and how should leaders address them?
Common failure modes discussed include misaligned goals, insufficient deliberate practice, weak analytics, unclear UVP, and poor buyer-seller relationships; addressing these requires goal alignment, targeted practice, and process mapping. Breakout Sales Growth treats these areas through Goal Alignment, Deliberate Practice, UVP work, and Buyer‑Seller Relationships.Source: Best Practices in Sales, Growth Strategy, Breakout Strategy PowerPoint Slides: Breakout Sales Growth Methodology PowerPoint (PPTX) Presentation Slide Deck, Howard Highsmith, CMC Emeritus
