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What is the endgame of this PowerPoint Six-Chapter SuperDeck?
"Implement a STRATEGY that is designed for Sales organizations operating in complex sales environments that SUSTAINS sales revenue goal attainment, month-over-month, quarter-over-quarter, and year-over-year!
Long gone are the days when one only had to fill the sales funnel and by gravity, sales would happen. The ratio back then was Two to three to one max (2-3 to 1 max). TODAY, the pipeline operating ratio is more like fourteen to one (14:1 and in some cases as high as twenty to one (20:1. WHY? The most important factor has been the sales model has become horizontal where zero sales happen by gravity (see the next slide). No longer can sales happen by gravity.
To achieve BEST-in-CLASS? WHY Bother? According to multiple studies Best-in-Class sales organizations are among the elite five to eight percent of all ‘other' sales organizations in the world! THAT'S WHY!
I operated Endgame Strategist for thirty-plus years, and I found on average 8% of all sales organizations achieved Best-in-Class, ~ 60% achieved 65% of goal as Industry Average, and ~ 32% achieved 40% of goal as a Laggard.
When you apply the percentages a Best-in-Class sales will outperform Industry Average sales organizations by an estimated $2,880,000 and a Laggard Sales organizations by $4,320,000 – EVERY YEAR!! "SO… you be the judge, if achieving BEST-IN-CLASS is worth the effort?"
We subscribe to the following:
• EXECUTIVE LEADERSHIP – Committed to ‘Best-in-Class
• SALES PERFORMANCE MAPPING – Unrelenting Attention to Manage Crucial Elements of the strategy
• TRAINING TO OUTCOMES – Competence – Sales Skills, and Business Acumen to Self-Manage
• GOVERNANCE – Enduring Focus on Accountability & Revenue Performance
There is no doubt, sustaining sales revenues is a corporate-wide effort that takes serious work from the CEO down. Once the strategy is fully implemented, I believe you will find the results to be well worth the effort.
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Source: Best Practices in Organizational Excellence PowerPoint Slides: Sustaining Sales Revenues: Organizational Excellence (Chapter 2) PowerPoint (PPTX) Presentation, Howard Highsmith, CMC Emeritus
ABOUT THE AUTHOR: HOWARD HIGHSMITH, CMC EMERITUS
Howard Highsmith, CMC Emeritus, also known as "The Greyfox," is a seasoned Sales Executive and Management Consultant with several decades of Sales Management experience, achieving "breakout sales" consistently. He is the founder and principal mentor advisor of Greyfox Associates, where he serves CEOs of SMBs who are not satisfied with the quality of information they are receiving relative to revenue results vs.
Howard has extensive frontline marketing and sales management experience devising and executing strategies that have resulted in significant top-line revenue growth in the technology industry sector.
Howard Highsmith, CMC Emeritus has published 12 additional documents on Flevy.
This business document is categorized under the function(s): Organization, Change, & HR Strategy, Marketing, & Sales
It applies to High Tech
File Type: PowerPoint (pptx)
File Size: 4 MB
Number of Slides: 43 (includes cover, transition, & marketing slides)
Related Topic(s): Organizational Excellence
Purchase includes lifetime product updates. After your purchase, you will receive an email to download this document.
Initial upload date (first version): Mar 10, 2023
Most recent version published: Mar 13, 2023
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Sustaining Sales Revenues - The Strategy
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