Today's revenue numbers are the result of business development and sales activities that did or did not happen more than 9 months ago.
Organizations will not meet their goals if they do not establish performance metrics that are driven by accountabilities and responsibilities that are defined on a weekly, monthly and quarterly basis.
In order to assess the viability of an organization’s client acquisition and retention effectiveness, a holistic approach must be taken in reviewing people, process, technology, strategy and execution.
Tactical business development and sales plans must be implemented in periods of 90-day iterations. (Managing in a discontinuous market demands a discontinuous tactical plan).
Companies can only succeed if they willingly embrace a culture of business development.
Corporate leadership must be in agreement on what needs to be done, how it will be done and who will do the required activities to achieve optimal sales performance.
There are many great strategies but few are successfully accomplished