Wouldn’t most individuals and organisations be very excited if they knew what their real revenue earnings potential was?
Imagine how this would help the sales rep who struggles to make target, or the sales manager who has missed target 5 Quarters in a row? Knowing what to start or stop doing that improves your performance, in your role, right now!
For companies selling a product or service, accurate insights into revenue potential and what skills, competences, processes, and systems are crucial to success will dramatically improve decision-making around capital expenditure, products to sell, routes to market, market sectors to target, most suitable sales talent, sales manager capability, what processes to adopt and what systems would optimally support their activities.
Lagging Indicators.
But, the ability to know an organisation’s real revenue potential has been confined to a combination unrelated inputs like blue-sky forecasting, spreadsheet analysis paralysis, backward-looking assumptions and forecasting based on existing business generation.
A quick Google search using the term ‘what’s your real revenue potential’ reveals the following top keywords – revenue, calculate, formula and ratios. Clearly the focus is on the ‘numbers’ which are lagging indicators and can’t accurately identify or weight the weaknesses in the current pipeline, processes, strategy or people.
Hidden Gaps and Forward-looking indicators.
Significantly, none of the current methodologies for estimating real revenue potential include
leading indicators like skills gaps, qualified to conversion ratios, pipeline speed or human behaviour in response to
the many variables that make up a day in the life of a sales professional.
Variables like Covid and lockdowns, working remotely, your performance versus your
competitors, limited prospect facetime and high pressure to produce results all colliding at the
crucial interface of human-to-human engagement. Extreme unpredictability that makes ascertaining
real revenue potential even more difficult.
Considering the difficulty scale, identifying real revenue potential which considers all the key factors
simultaneously seems out-of-reach? Or is it?
THE SALES GAP ANALYSIS
A system that evaluates and presents every aspect of a sales environment in one document (more if you prefer), our Sales Gap Analysis is the most comprehensive deep-dive analysis into the systems, processes, people and pipelines and strategies available.
Imagine an MRI -styled evaluation of a sales environment or sales organisation that is 40 years in the
making, is highly predictive thanks to the rigorous science underpinning the analysis and has millions
data points collected from over 500 000 organisations.
Discover the Real Revenue Potential of your team –
Revenue – What’s your real revenue potential over three years if Friction, Scope and Timeframe are aligned? What’s your weighted and unweighted sales potential in Rands or ZAR?
People – are they in the right roles? can they be trained? what training do they need? will they sell? can they hunt? is their sales DNA supportive and do they have the Will to Sell? Which of the critical sales core competences are present or need development? Can they work remotely? What’s their flexibility index?
Processes – are your processes milestone-centric, are they integrated with your sales tech stack and do they reflect the reality of your business? Is your sales methodology and process aligned?
Systems – do your systems support high-performance sales? are your processes integrated and are you tracking the right metrics? Is your sales systems working for you or are you duplicating capability?
Strategy – is your team and organisation all on the same page, do they speak the same ‘language’ and are they doing the right things at the right time and in the right place with the right tools and dialogue?
Pipeline – Is your sales pipeline a sales pipedream or does it rigorously and reliably reflect the reality and predictability of your sales environment? is it stage-gated and milestone-centric? What’s your pipeline velocity? Are you nervous to report on future revenue streams based on what’s in your pipeline?
Finally… no more guesswork or assumptions. Get ALL the DATA on the ALL the KEY FACTORS contributing to your Real Revenue Potential including weighted and unweighted REVENUE predictions in your currency, at the same time!
For more information on your Real Revenue Potential, or a no-obligation consultation, email Gap Analysis at info@gapanalysis.co.za.
