Revenue growth is often described as a sales objective, but sustainable growth is a business-system question. The sales team can only execute as well as the strategy, leadership, people, process, and information around it allow.
Strategy
1. Which customers and markets are most important to our growth?
2. Why should those customers choose us?
3. Where are we spending selling time that does not support the strategy?
People and leadership
4. Do we have the right people in the right sales roles?
5. Are sales managers actually coaching?
6. Are expectations and accountability consistent?
Pipeline and process
7. Do we have enough qualified opportunities to support the plan?
8. Can we trust the forecast?
9. Does our sales process improve decisions or merely document them?
Metrics and execution
10. Which leading indicators tell us whether growth is developing before revenue arrives?
11. Where do opportunities most often stall or disappear?
12. How deliberately are we growing existing customer relationships?
Use the questions to find the constraint
The purpose is not to create twelve new initiatives. It is to identify the few constraints that are preventing the sales organization from executing the growth strategy.
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