Know your strengths, weaknesses & where to focus your effort.
Going through the ‘process’ is very revealing in itself. It gives a fresh perspective on your business. It will enable you to see your business / organisation through the eyes of an outsider, discover blind spots, or unhelpful processes and practices. This will allow you to identify gaps in resources or expertise and show you where to focus your time, efforts and money to achieve better revenue results.
Leading Edge manage our customers end to end. Selling, upselling, cross selling, delivery and training of some of our people. They feedback on any trends, consumer insight or product opportunities. And they really partner with us to make sure we maximise the opportunities both for our customers and for Spark.
Companies that add the human touch to digital sales consistently outperform their peers. They achieve five times more revenue, eight times more operating profit, and, for public companies, twice the return to shareholders
It is rare to find a partner with a such clear vision on how to drive value from tools such as salesforce.com. You should be proud of the team you have and the experience and knowledge they have built around the salesforce.com toolset.
Leading Edge develops a sales culture that motivates the team to achieve results.
About the Revenue Audit process.
You don’t know what you don’t know. That’s OK. Running a business or team is hard, there is always something, or someone needing your attention. Unless you spend all day everyday looking and analysing your entire revenue generation process it’s likely there will be inefficiencies, missing steps and lost opportunities. That’s why we’ve designed our Revenue Audit. We have worked with hundreds, if not thousands of companies and business owners over the years, and we think we know a bit about the revenue process as a result. Our audit will help you to gain clarity on the state of your revenue generation, and list out what could be done to drive efficiences and mitigate lost opportunites.
The Audit is based on a conversation – a very informal interview if you like. We’ll spend time asking you about the six areas below. This will help us to understand what you’re great at, what’s OK and what needs a little love. At the end of our conversation we’ll pull together a report that outlines each area along with recommended actions that you could do to make things better. We’d love to help with some of those jobs, but now you know what needs to be done, you can work on allocating the right resources to move forwards.
What is covered in the Revenue Audit?
1. Revenue goals and objectives
This is where we find out about your goals and objectives. Are you at the start of your business journey looking to make your first bit of revenue? Or are you seeking a step change in revenue growth? Maybe you have lots of leads but just can’t convert? By spending time to understand what you are trying to achieve, we can make sure that the advice we give remains focused on getting you to your goals.
2. Customer intelligence and insights
They are our life blood, they buy our products and services. But they can do more than that, they can help us to build better products, to implement changes and improve our service and support. In order to do that it is important to know all about them: their likes and dislikes, their thoughts on us and our offer, why they buy and why they don’t. The audit helps us to understand how much you know about your customers and how much that influences your decisions. We often find people know more than they think, but struggle to use that knowledge to drive revenue.
3. Market condition and competitors
Unless you are the only person in the world selling your product or service, it is likely you’ll have competitors. These can be direct competitiors, companies selling the same or similar products or services, or indirect competitors competing for the same customer dollar. It is important to know about your market and your competitors as that helps you define an offer that is attractive and desirable . We’ll dive into your level of market insight and customer understanding and see if it can be improved.
4. Lead Generation – people, process, reporting and technology
The first digital step in the funnel. We need to find people that are interested in our offer, this can be done in many ways from old fashion cold calling, to targeted digital advertising right through to referrals from friends. By looking at your current lead generation process, (or lack of!) we can begin to analyse opportunities that could be leveraged to drive more leads and/or reduce the cost you are paying per lead.
5. Prospect nurturing and development – CRM, analytics and journey management
How do you take a lead and help them to make the decision to purchase? What systems, processes, technology and people do you have in place to support this journey? Again we’ll find out and begin to uncover your strengths and weaknessses, and work out what need to be done to convert cold leads in to hot prospects.
6. Sales Conversion – process, training, support and payment
The money, the grease that makes the wheels turn! What are your sales processes like? Are you converting leads and prospects into customers? Do you have the right people and technology in place to make a sale? By understanding your approach to sales we can uncover any gaps or improvements, we can work out what’s needed to drive your conversion rate.
At the end of the process we will give you a report that outlines our thoughts on your performance in each area. We will score your current revenue performance and give you a list of prioritised recomendations that will increase your revenue.