Your Revenue Resiliency Toolkit

“The ability to withstand unpredictable threat or change and then to emerge stronger.”

This is how the team at McKinsey & Company defines resilience in their recently published an article on what they call The Resilience Imperative. They elaborate further that resilience is going to be more important in the coming decade than ever before when they explain, “Catastrophic events will grow more frequent but less predictable. They will unfold faster but in more varied ways. Disruption is becoming more frequent and more severe.”

Resilience can be financial, operational, technological, organizational, or reputational in nature but the greatest resiliency comes when an organization can anticipate and respond to threats across all categories to dynamically adapt as needed. Obviously, this kind of resiliency does not just fall into place – it is the result of careful planning to develop a revenue resiliency toolkit.

Topics: Revenue Growth Profitability Profit Sales Leadership B2B Sales Assessment Strategy Strategic Revenue Growth Action Plan B2B SMART Revenue CRO Chief Revenue Officer Revenue Generation Planning Revenue Development Action Plan Change Management

Understanding Revenue Operations

The term “Revenue Operations” is soaring in popularity these days. In fact, Chief Revenue Officer, VP of Revenue Operations, and Director of Revenue Operations are among the fastest growing job titles right now on LinkedIn.

But what is Revenue Operations?

Does your business need it?

And, if you do, how do you establish a Revenue Operations framework?

Revenue Operations (or RevOps for short) is an approach that aims to align sales, marketing, and customer service teams to give them the tools and resources needed to drive predictable revenue. As Bhaskar Roy explains in an article on the rise of Revenue Operations, “RevOps treats revenue not as a fortunate outcome of a quality product, but like a mirror of the supply chain — a pipeline that needs to be powered by optimized business processes.”

Topics: Revenue Growth Profitability Profit Sales Leadership B2B Sales Strategy Strategic Revenue Growth Chief Revenue Officer Revenue Generation KPI Business Development Planning Revenue Development Action Plan

Harnessing Difficult Personalities to Drive Innovation and Revenue

Over the last several decades personality evaluations like the Myers-Briggs Type Indicator, DiSC test, Core Values Index (CVI), and PATH assessment have made managers more aware of the different types of individual personalities represented in their employees, and how best to unify them around a set of organizational goals. These assessments highlight an individual’s predominant characteristics and traits to better understand what motivates them, which types of roles they are best suited for, and how to interact with them for optimal results.

But what about personality types that stick out from the crowd dramatically – the colloquial “sharp edge of the circle” so to speak?

A recent Fast Company article highlighted a unique personality that they called the “Rare Breed.” They explain that these so-called Rare Breeds do not conform, are outspoken, rebel against the establishment, exhibit unparalleled drive, and obsessively strive for high achievement at all costs. The article goes on to say that while companies typically view these as vices, they are also what drives innovation, making this personality type integral for organizations that prioritize out-of-the-box thinking. However, their big egos, short tempers, and manipulation of those around them can also be damaging to an organization if left unchecked.

Do you know anyone like that at your company?

Topics: Revenue Growth Profitability Sales Leadership Assessment Strategic Revenue Growth Recruiting Innovation Sales Training Business Culture Professional Development

Rebounding after a Downturn: How to Restart and Move Forward

“Forget past mistakes. Forget failures. Forget everything except what you’re going to do now and do it.” – William Durant

During a downturn unemployment can rise and economic uncertainty can abound in both B2B and B2C arenas. Consumers and businesses will continue to spend, although what they consume will likely change. Businesses will make purchasing changes based on supply chain availability and selling changes based on necessity. In some instances, these changes can be temporary, but more than likely they will be further magnified as things start to pick back up again.

While an economic recovery will almost certainly happen slowly, your business needs to be poised for revenue growth ahead of time to quickly seize opportunities as they arise. So, how will your business capitalize when the economy starts swinging upward again?

Do you know how to move forward in a restart? Ask yourself these questions:

  • Do you know how to control your spending without thwarting growth?
  • What will you do to preserve essential customer relationships?
  • Are you equipped to find revenue in new ways?
  • Do you understand where new revenue opportunities exist?
  • Can you change your way of thinking to adapt?
Topics: Profitability Leadership Strategy Strategic Revenue Growth Planning Forecasting Revenue Development Action Plan Change Management

How to Transition from Remote Work to In-Person Sales

In 2020, B2B sales abruptly transitioned from a face-to-face game of relationship-building to a digital game that aimed to do the same. Sales representatives traded long drives and flights for their home offices as companies nationwide closed themselves off to non-essential personnel. Video conferencing and email became the new standard as processes and systems shifted. However, the need to develop and build relationships never faltered.

Now, as companies look toward the future, they need to make difficult decisions about when to move employees back into the office, while considering the needs of both their employees and their clients. The other big issue facing employers is the variety of protocols that will need to continue and be enhanced to bring people back in safely while accounting for the fact that not everyone is planning on getting the vaccine. Ultimately, control of COVID-19 and the rate of vaccination is going to affect the speed with which we return to the workplace.

The timeframe on this decision will be heavily influenced by industry segment. Companies that have an internal focus and can work in a bubble likely have not stopped going into the office, at least to some degree. For example, manufacturers never stopped going into the plant, instead they implemented strict protocols to keep their workforce safe and on the job. However, externally focused companies, like professional services firms, started going back into the office since the first of the year, but are not interacting with clients yet. Meeting with clients and partners is still being done virtually in these settings. Most other companies will likely be back by this fall, all things equal, but not in the same way as before.

Topics: Revenue Growth Profitability Profit Sales Leadership Networking Strategic Revenue Growth Action Plan B2B SMART Revenue CRO Chief Revenue Officer Revenue Generation Commissions Referrals Business Culture Professional Development Revenue Development Action Plan Change Management

Are Remote Employees Preventing Themselves from Doing Great Work?

There are an endless number of studies that indicate that remote workers are more productive and happier working from home – some reporting rates as high as 94% of those surveyed claiming to “as productive” or “more productive” than working in the office. Furthermore, data shows that they also work more hours and have higher job satisfaction. Erin Nelson summarizes this perspective when she says, “Remote workers demonstrated a productivity boost because they eliminated distractions like commuting into the office, changing their work hours to fit their schedules, and worrying about being late. Remote workers found it easier to concentrate at home.”

And while that’s (apparently) the majority opinion, we’ve seen firsthand how very untrue that is for a large segment of remote workers – workers with children who are at home with them. Just ask Aaron Blank. His recent article “Dear Working America, Please be Kind to Working Parents Right Now” sheds some light on how the rest of the workforce is struggling right now.

But children are not the only distractions at home – there’s also pets, partners, laundry, and ourselves.

Topics: Profitability Leadership Management Business Culture Professional Development Collaboration Personal Development Change Management

Who is the CRO? Finding a Chief Revenue Officer at Your Company

Does your company have a CRO?

If you answered “no” or “not yet” that likely means your organization simply does not have someone with the title of Chief Revenue Officer (CRO) right now. You see, asking whether you have a CRO is a trick question because even if a company does not have a formal CRO role, someone is acting in the capacity of a CRO.

Every for-profit company has someone overseeing sales and marketing functions at a high-level to control the overarching revenue strategy. So, let me rephrase: Who is the CRO at your company?

Topics: Revenue Growth Profitability Leadership Strategic Revenue Growth CRO Chief Revenue Officer Revenue Generation Revenue Development Action Plan

How to Make a Profitable Revenue Generation Plan

Executive leaders know there is always a push to generate more profitable revenue. However, the end of a fiscal year creates added pressure as companies strategize and plan for the coming year.

Your company’s success next year depends on the planning you are doing now.

So, what does your strategic revenue plan look like for next year? Ask yourself:

  • Where will revenue come from?
  • How will you prune your client base and modify offerings to increase profitability?
  • Can you trust your forecasts and existing sales processes, or do they need to be updated?
  • How will you encourage cross-functional efficiencies between sales and marketing?
  • Who will provide unbiased advice to leadership when big decisions must be made?

An effective revenue plan answers these questions and more.

Topics: Revenue Growth Profitability Profit Strategy Strategic Revenue Growth Revenue Generation Planning Revenue Development Action Plan