What is a “Closed Loop” Revenue System?
If revenue is the lifeblood of a business, the revenue system is the heart that keeps everything working. Hearts operate only as “closed loop” systems and the same applies in business. In order to have a closed loop business system, you need a structured model with built-in process accountability and diagnostic controls. This is how [...]
Why can’t the best sales rep become a good CRO?
This remains a frequently asked question so let’s resolve the issue. First, the best sales reps in most companies typically have a ‘hunter’ profile. This profile can have many variations but the common ‘threads’ are they take total accountability for their performance (no excuses) and they follow an intuitive, qualifying-to-close process that best fits their [...]
What Are You Selling?
One of the major discoveries clients make in completing the DV exercise portion of our Revenue System is this:
What we sell and how we get paid are two different things!
Your Differentiating Value is what separates you from the competition and goes beyond core competencies like the typical quality, service and support platforms most companies promote. [...]
The CQQ Process
One frequently asked Revenue System implementation question is: How many Critical Qualifying Questions do we need?
There is no fixed answer to that question since the CQQ’s originate from the company’s Differentiating Value (DV) platform. The more DV, the more topics you have available for CQQ consideration. One suggestion I frequently make to CRO’s working through [...]
CRO Focus Podcast
My friend Clayton Shold and I have completed another podcast regarding the CRO role. The podcast is up on the Salesopedia.com website. I think you will enjoy the casual approach to our conversation as we discuss the most important role in any company.
My First Sales Job
I always chuckle when I hear sales people complaining about being rejected by what they classify as totally rude behavior. For example, someone hanging up on them or worse yet, not responding to an email they worked on for days just trying to get an appointment. One contact recently asked me about how I handled [...]
Jesse James, CRO
This month’s edition of Sales and Service Excellence magazine features a Chief Revenue Officer article I wrote based on the SRS 2.0 Revenue System. The article is an overview of the SRS system with some anecdotes sprinkled into it.
Local legend has it that Jesse was interviewed in his early outlaw days and asked “Why do [...]
The 80/20 CRO Role
The Sales Revenue System 2.0 book defines 80% of the CRO role – coaching, accountability, motivation and staffing. Some folks have asked what’s typically included in the remaining 20%. Recognizing no two companies are identical, the 20% list can cover a wide bandwidth of topics. Below is a partial list of duties, tasks and responsibilities [...]
The CRO Role
One of the new charts in our DIY Revenue Workbook graphically defines how the CRO leadership roles of coaching, accountability, motivation and selection are aligned with each of the 4 core processes of the Sale Revenue System 2.0 model. The 80/20 rule applies to all leadership positions – here is that breakdown for the CRO [...]
DIY Workbook Now Available
The Sales Revenue System 2.0 book defines the complete revenue system and how the four core processes are connected. Many of our Do-It-Yourself clients have requested a program workbook to help facilitate their internal revenue system implementation project. We felt that was a good idea and now have a ‘DIY Revenue Workbook’ available. The workbook [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
