Many organizations have never considered how they use the word “sales”. It can have different connotations depending on who you talk with and the context in which it’s used. To a CFO, sales is a financial term and a noun, to a CRO it might be a verb describing a process, and to a buyer, it could mean temporary price discounts. To sidestep the ambiguity of the word “sales” during advising engagements, using the terms “revenue” and “revenue generation” is becoming more common.
In the context of revenue generation advising, the scope includes the primary activities, people, processes, and technology associated with revenue accrued from the selling of your goods or services (often called a sales function, sales engine, or simply “Sales”), and other functions to the degree they support, interact with, or influence such revenue production. For example, where the Product group is concerned, the communications and feedback processes between Sales and Product would be in-scope, while the product design itself would likely be out-of-scope. And, since revenue generation requires both a seller and a buyer, activities that impact your customers are also in scope.
There are significant changes underway that are shifting revenue generation activities away from the traditional Account Executive role towards other customer-facing functions. Specifically, Marketing and Customer Services are becoming revenue sources for many companies. To better understand these shifts, schedule a complimentary call with me today.
I advise on your revenue engine as a “system of systems” involving both complications and complexities (which are addressed differently). Many potential sources of friction exist in such an environment. Your goal is to reduce that friction, simplify where practicable, and make revenue attainment easier, predictable, and repeatable. Optimized RevGen requires a strategic cross-functional orchestrating function that strategically harmonizes the many elements of the revenue ecosystem. Some of the elements examined during an Enablement Consulting engagement might include the following (this is not a comprehensive list):
RGS utilizes a simple, five-stage advisory framework. We’ll work with you up to the level you feel is appropriate for your organization. Our goal is to make your revenue engine more effective by advising you on the establishment of sustainable, flexible revenue generation programs customized to your needs, which you’ll be able to manage going forward. We want you to be autonomous, not dependent on us. Pricing is by tier; start with Triage, and extend the advisory relationship according to your needs and budget. You’ll find an affordable and value-rich solution regardless if you’re a startup, SMB, mid-market, or enterprise organization.
For a more in-depth discussion about the RGS process, including price estimates, schedule a free consultation below.
Any consulting/advisory engagement assumes that the client is responsible for the execution of the advised actions. This implies that the client has the people and leadership to do so. If, however, you don’t have the leadership available to execute the advised plans, we may be able to offer, depending on bandwidth, Fractional Executive Services. As Fractional Executives, we would function as an embedded leader for your organization for a few days each week over a pre-determined length of time. For more information on Fractional Executive Services, click the button below.
Making your revenue generation journey in today’s business environment is more challenging than it ever has been. And, it promises to become more difficult moving forward. Don’t make the journey on your own. Let us join you in creating a world-class revenue generation engine that can grow and scale along with your business plans. Get started today by setting aside 30 minutes to learn what modern revenue generation entails.
Revenue Generation Strategies, LLC
7000 Independence Pkwy
Ste. 156-114
Plano, TX 75025
