Zero Visibility Sales Forecasts Spell Trouble
Here is an article I wrote for the B2B Buzz blog.
An excerpt:
When you take a close look at how companies utilize their sales staffs, there are two clear reasons for Zero Visibility Sales Forecasts:
Salespeople are allowed to create their own forecast process
The forecast process aligns perfectly with the Don’t Ask, Don’t Tell Sales Model
Left [...]
Revenue as a System
What is the real benefit of “Revenue as a System” (RaaS)?
The short answer is: Leadership teams strategize systems – not tactics.
My experience suggests most companies will strategically plan and develop their infrastructure systems (lean manufacturing systems, global IT systems, ISO 9000 systems, etc.) as core assets of the business but invest little time on their [...]
No One Will Need to be Good
“…dreaming of systems so perfect that no one will need to be good“
–T.S. Eliot, from The Rock
There was a time in the evolution of computer when this concept was believed to be just a few clicks away. Well, decades later, we are still a few clicks away but the journey has been productive. E-commerce has [...]
You don’t know what you are doing
Deming said it best…“If you can’t describe what you are doing as a process, you don’t know what you are doing.”
Most CEO’s understand Deming’s wisdom and apply this concept to many aspects of this concept business …except in sales. Sales is typically viewed as an independent variable of the business and not subject to the [...]
Defining your Differentiating Value – Where do I start?
The first step moving from a features & benefits-based, go-to-market model to a Differentiating Value (DV) approach is defining your Differentiating Value. In B2B revenue models, the first question to ask is: How does my product / service improve the customer’s business? Forget the traditional quality, service and support pontifications. In B2B, quality, service and [...]
The “Go to Market” Process for CEO’s
As we start 2011, one item clearly stands out – the recession has helped senior executives (CEO, CRO, President, etc.) of surviving businesses understand at least one important concept – your ‘go to market’ process is more strategic than just hiring a few sales people, going to a couple trade shows, changing the web home [...]
What is a Revenue System?
I have enjoyed the opportunity to address several executive groups recently about a very specific topic – “What is a Revenue ‘System?’”
First, ANY business system (production, inventory, quality, Lean, ISO, etc.) is:
— Process-Based
— Built on Competence and Expertise
— Includes Process Accountability and Diagnostics
Ideally, the system operates as a process-based, closed-loop activity so performance is predictable [...]
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 [...]
Eliminating Sales UFO’s
Our 5M’s sales process does not specify a sequence for qualifying prospects through the Motivation, Money, Methodology and Market qualifying questions. To qualify a prospect, you need to cover all of the M’s.
However, some sales teams are seeing higher numbers of UFO’s (Un- Funded Opportunities) such that starting with the Money discussion to confirm a [...]
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. [...]
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.
