Manufacturers: Time to Lead Your Revenue Transformation
December 05, 2018 / Quang Do
Year-end results are in and the board has summoned the VP of sales. The organization missed its sales goal and profitability dipped. Key customers are complaining that service and execution are slipping. The 20 percent of buyers that make up 80 percent of revenue are threatening to switch to competitors if they don’t receive concessions. The CFO now attends sales meetings and wonders why the company even has a sales force, remarking “at these prices, even blind squirrels could sell our products!” Lastly, despite below target performance, sales compensation costs skyrocketed.
If this scenario sounds familiar, it may be time to transform the revenue organization to ensure that the strategy, structure and management programs align and provide a clear and sustained path to growth.