Take a rigorous, in-depth look at what could be improved within your sales process. There are likely specific measures of progress that are particularly meaningful to your business, where a healthy revenue stream can be shored up, with the right interventions at the right time. We agree with this article’s recommendations of good leading indicators for most businesses: number of qualified opportunities entering the pipeline; the speed of opportunity advancement during the selling process; executive involvement early in the process for worthy opportunities; and paying attention to milestones appropriate for your business (such as site visits and demos). At P&C, we help our clients determine the most appropriate measures of revenue progress for their businesses, but often find that other changes are needed to truly lift sales performance and to make it sustainable beyond one or two quarters post intervention. Please feel free reach out to me to learn more about our proven results.

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