Sustaining Sales Revenues: The Strategy Order (Chapter 4) (PowerPoint PPTX)

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.