Creating a plan for revenue growth is an important task for most companies. Yet this generally gets left to the marketing team to come up with a plan of attack. The sales team generally plans for number of salespeople as does the customer service team. There is no integrated, orchestrated revenue plan created at most of the companies we’ve worked with over the past 20 years. Instead, we’re talking about identifying company growth goals and then reverse engineering a plan that backs into exactly what’s needed across all three areas to deliver on those growth goals. Including marketing expenditures, sales upgrades, customer service upgrades, and looking at the flow-through of net new contacts introduced to the company all the way to new customers acquired and the average revenue for each new customer. It’s the only way to ensure you are aligned around goals and execution before the year starts.

What we’ll cover in the show –

• A specific methodology for backing into metrics based on growth goals