Rick McPartlin
CEO, The Revenue Game
As the co-founder and CEO of The Revenue Game, my mission is to help companies focus their organizations around the critical function of "revenue generation." I regularly present to CEO groups and executive forums and was honored to be named the 2008 TEC Canada "Best US Speaker of the Year." I've spent the last 20 years focused on revenue generation as a science and have spearheaded major product launches, been a national sales manager in the industry leading CAD/CAM engineering company, formed a national consulting company in launch management called Impact Sales, and developed several trademarked sales tools and systems models. I welcome your questions and comments, whether you prefer to comment on my posts or to talk privately via phone or email. I also invite you to connect with me on LinkedIn and follow me on Twitter.
Recent posts by Rick McPartlin
Uuuuuuuuuh, So WHAT’S My Job Again? The CEO’s Top Concern Is …
Posted on December 5th, 2011
If a member of my Vistage group asks “What’s the one job the CEO is accountable for?” I say this: predictably growing profitable revenue. That’s it.
Stop competing with yourself!
Posted on July 26th, 2011
As a fledgling salesperson, I believed product knowledge, excellent communication and hard work would lead to success.
With a few years under my belt, I believed that the additional processes and skills I learned through training would allow me to achieve even greater success.
Yet when I became a professional salesperson, I discovered a painful truth: no matter how good I was, how hard I worked, or what I tried, I would never be more successful than my organization allowed me to be.
My most difficult competitor was MY OWN COMPANY!
Jane Adamson launches Sherpa Advisory
Posted on May 16th, 2011
Jane and I have great news to share with all of you – our clients, readers, and friends. In March, I wrote about growth through focus. It’s about deeply understanding your customers and identifying their problems that you can solve better than anybody else.
After going through that exercise for The Revenue Game, we’ve decided to split our Revenue Strategy > Structure > Execution consulting work into two separate entities. Jane’s new firm, Sherpa Advisory, is dedicated to helping leaders build accountable, results-driven organizations.
Your sales team shouldn’t be doing road repair!
Posted on May 3rd, 2011
When you’re launching a new offer, everyone is fired up and sees a clear road to success. “The product is great. The market is huge. This will sell itself, and we’ll get top dollar, too. We just have to be ready to meet huge market demand.” So the organization busies itself preparing for huge demand and profits to suddenly appear.
Interestingly, salespeople often don’t see the same easy road the rest of the organization sees. (This fact surprises most of the executives we work with.) A sales team sees gold at the end of a road, but the road they see is long, twisty, challenging and uncertain. It will have potholes, dead trees and dead ends. They also know that they will probably have to build or repair that road if they want to get new deals to close at the end.
