Business Development Infrastructure
Many businesses are started with a great product or service, but little thought goes into the foundational components required to build a scalable and sustainable revenue stream. The symptoms include a decline or stagnation in revenue over time, revolving door for salespeople, inaccurate forecasting, multiple contact databases, etc. The consequence may be a delayed business exit or transition, slow business decline resulting in a loss of critical infrastructure, or worst case - not hitting your bank covenants or having enough cash to pay the bills. If this sounds familiar - read on.
The Four Fundamentals of a Scalable
and Sustainable Business
Development Infrastructure
Strategy
Identify the optimal sales strategy for your organization including sales channels, unique value proposition, 1 - 3 - 5 year revenue goals. Development of your Sales Playbook.
Process
Document the most effective sales process for your business. Identify, implement, or train on the use of CRM. Identify opportunity pipeline and/ or build one.
Organization
Analyze existing team performance over prior periods - develop goals for future performance. Do cultural/ behavioral assessments to determine fit. Fill any open positions.
KPIs / Metrics
Develop leading and lagging KPIs to provide a periodic (daily, weekly, monthly measure of performance in key areas. Automate.