OUR METHODOLOGY

Every business exists because it generates revenue. And every business would like to generate as much as possible. The question is, how best to improve sales? Through years of helping our clients answer this question, we have developed our Revenue Optimization Model^©.

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We have found that generating the maximum revenue possible for any business hinges on how well certain organizational elements align. In our experience, those elements are:

People

Businesses in and of themselves don't generate revenue. The people in them do. Each business may have a different description of who the “right” people are, but whatever that description is, these people must be recruited, trained, coached, led, compensated, recognized, and rewarded. All of these activities must be coordinated and driven by the particular requirements of the industry a business is in, and who its competitors are. Anything less, and revenue that could come your way, goes instead to the competition.

Processes

Sales are not random, chance events, and revenue doesn't just happen. It's manufactured. Or not. Starting with clear sales objectives, and a rigorous sales methodology, which includes focused and effective sales coaching and management. But many other elements of operational support will also determine end sales performance, such as customer service, capacity and resource management, and general manufacturing or service delivery efficiency. Shortfalls in any of these areas will always negatively impact revenue potential.

Product

Whether your business sells a physical good or a service, or some combination, it must be useful to its target clientele, as well as priced, packaged, marketed, and distributed appropriately. And kept compelling to the end purchaser, through ongoing market research and overall product management. Over the long term, buggy whips just won't sell.

Technology

A business without information is like an airplane without instruments. It's headed for a crash, because you can't correct what you don't see. Sales and Customer Relationship Management systems underpin any attempt at revenue optimization. As well as augment and enhance the sales effort directly, by allowing potential and existing customers to find you, and you to interact with them.

Each of these elements in isolation has a role to play in generating maximum possible revenue. At different times, some may be more important than others. But the real leverage comes from integrating and aligning them all. Better alignment, more revenue. It's that simple.

So a SALESWORKS' engagement typically begins with a Revenue Optimization Audit^©, which examines an organization's people, products, revenue-generating processes, and technology, and which is based on our Revenue Manufacturing Process^©. This Revenue Optimization Audit^© identifies how to improve sales in the most efficient and cost-effective manner.

Based on the findings of the Revenue Optimization Audit^©, a Revenue Action Plan^© is developed in collaboration with the client, which is a detailed roadmap as to how best to improve sales, and put in place all the infrastructure and business processes needed to deliver optimally effective overall sales management.

SALESWORKS then works with the client organization to implement the Revenue Action Plan^©, measure its progress, and fine-tune it as necessary. The result? Truly effective organization-wide sales management, and increased revenue.