In my industry (software) the costs of revenue generation became a genuine headache when the shift from the on-premise pre-paid perpetual license format started to yield to cloud-based subscriptions.
In several posts we have seen how companies may fail to create early revenue acceleration. Now we turn our attention to a case in which the sales numbers grew solidly.
Having spent the time and money to hire a great salesperson, how do you ensure that you will actually accelerate revenues? And that the first trickles will scale into a significant stream?
The subject of my last blog post was why finding the right salespeople is often difficult. Which makes revenue acceleration difficult – even when your company has a ground-breaking technology product.
– or rather, when it is a problem that the sales process is undefined and reactive.