Your Company’s Revenue Science™ Mastery Score – Quiz III
Every Company’s success and even survival is dependent on the ability to predictably grow sales and profits regardless what is going on in the world.
The fact that the velocity of change is increasing at about the same rate as the world’s complexity gives no one a pass when it comes to continually growing sales and profits. The winner today and in the future, is the one who is the “Revenue Generation” winner. Those who can’t predictably win will have tomorrow’s “closed – gone fishing” or worst yet “sheriff’s foreclosure” sign in the front window.
That ability to predictably grow sales and profitable revenue at today’s high speed of change and complexity will belong to those who have Mastered Revenue Science™. Revenue Science™ will diagnosis today, guide deployment to make today profitable, predict tomorrow’s winning formula and drive outcomes to achieve long-term survival and success.
Mastery of Revenue Science™ shows leaders the differences between yesterday’s already transitioned world and tomorrows new requirements for success. This difference is measured in today’s behavioral outcomes. Those behavioral outcomes need to be abandoned, improved or scaled.
The world of the past went the other way and measured activities and hoped for profitable outcomes. Things like cold calls, RFPs responded to, appointments and the number of networking meetings this month represented our micromanagement of activities hoping to create outcomes for success.
Measure the five outcomes below for your company. Answer YES for those outcomes your company has achieved and NO for those outcomes your company has not achieved.
____ 1. Your buyer demands discounts
____ 2. Your buyers treat you like a vendor and you think you are a partner
____ 3. You don’t measure your “Cost of Chaos”
____ 4. Your best sales people keep leaving while the rest don’t
____ 5. You can’t continuously produce more profitable revenue
If you answered YES to two or more of these outcomes your survival risk is high, “Cost of Chaos” is off the charts and every day is full of surprises (some good and a lot not good). If you are a B2B company your “Cost of Chaos” will be at least 30% to 40% of your topline (if you are a $20,000,000.00 topline company, you are burning $6,000,000.00 to $8,000,000.00 per year) that only buys you an anchor to hold down sales growth.
When you decide to stop doing that (what Revenue Science™ calls Dumb Stuff) you must commit to Master Revenue Science™ to cut that anchor free so your sales can’t stop growing.
Mastery will let you reduce that “Cost of Chaos”, cut the anchor and see what the future predicts which supports your growth of sales and profits, while your competitors keep trying to improve the past.
If you answered YES to zero or one of these outcomes you are achieving at a level where your “Cost of Chaos” is the normal 20% in other words if you are a $20,000,000.00 topline company, you are burning $4,000,000.00 per year. When you decide to Master Revenue Science™ you start reducing that $4,000,000.00, cut that anchor free, your sales start growing, and you see what the future predicts.
Mastery of Revenue Science™ is required for both groups. No matter how many YES answers there is NO Revenue Strategy in place for either group and both have a Budgetary Plan. The well-known wisdom is to Focus on What You Want, Not What You Don’t Want.
What every company wants is an achieve the strategic goals from their Revenue Strategy. What they don’t want is to “just achieve” the minimum in the Budgetary Plan. If that is true, why does almost 100% of companies enforce Budgetary Planning and almost 0% demand Revenue Strategy?
Mastery says start with your Revenue Strategy and deploy that Revenue Strategy within available resources. Those committed to Mastery know deploying the Revenue Strategy reduces the “Cost of Chaos” which continually increases the cash available to increase the vector and velocity of growing sales and profits.
No matter how many YES answers without planning that starts with your Revenue Strategy, you will not get better and any organization not continually producing more sales and profitable revenue will become insignificant and that is the step before obsolescence.
There are two options to Mastery. The first is bring in a Mentor with a support team. Get immediate growth of sales and profits fueled by the reduction in the “Cost of Chaos”.
Second get everyone on your team certified in Revenue Science™. Those who are certified can never go back to last year’s business as usual and will keep removing the “Cost of Chaos” and helping the organization create and deploy the Revenue Strategy.
Whatever your YES answers, start on Mastery before your customers say you have become insignificant or worse yet, obsolete.
No matter your score the changes in your future requires your Mastery of Revenue Science™ to predictably grow sales and profits.
Reach out to The Revenue Game for a mentor for immediate improvement or certification to make your success sustainable or to fund your growth from your “Cost of Chaos.”
Upcoming Revenue Science™ Certification Classes:
Beginning January 13, 2018