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30th January 2016 | Leslie R Hines, Guy Lloyd and Craig McKell
Figure 1: A x B x C = end-to-end closure rate of 2.1%
Why does the typical revenue-generation process yield only 2% and how can marginal improvements transform your sales performance?
The revenue generation process is typically seen as a series of loosely connected but separate activities by most organisations. When the yields from each step are combined, the resultant efficiency is just 2.1% – see survey results below and page 5 of the 2014 Revenue Performance Index (“the index”); moreover, this figure has been in steady decline for several years.
Business leaders continue to search for solutions to the challenge of achieving sustained and predictable revenue growth. Some solutions can deliver short-term improvements, but unless the underlying causes of poor revenue productivity are identified and improvement actions taken, measured and confirmed, that is what they remain: short term.
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Leslie Hines is passionate about the professionalisation of sales, of driving recognition alongside other professions such as law, accounting, engineering, marketing and more. His goal is to drive the elevation of the sales profession in clients‘ and companies‘ minds, namely as recognised, respected, trusted and valued practitioners. With a career spanning general management, consulting, sales, marketing, product management and commercial operations, Les focused on revenue growth strategies, new product/service definition and launch, new market creation and development and global business management.
Guy Lloyd has 20 years of sales leadership experience driving significant change initiatives, both delivering rapid sales growth and leading sales-team transformations. His roles have taken him around the world, leading and coaching a variety of sales organisations and go-to-market structures. He graduated in Software Engineering and is a member of the Institute of Directors and a Fellow of the Association of Professional Sales.
Chief ExecutiveatRevenue Performance Management Group International|+ posts
Craig McKell is chief executive of Revenue Performance Management Group International. A qualified accountant, he combines experience at PwC and Ernst & Young with successful management roles across a number of industries.
A strong believer in using analytics software and consulting to deliver sustained revenue growth to clients, he is a Member of the Institute of Chartered Accountants in Australia.
