Revenue Focused Organizational Development

  Many times there is a bridge that is missing between the Sales and the Accounting departments which results in inconsistent forecasts, reconciliations, and internal friction. In addition to the accounting team, the finance function (often lumped in with accounting- a topic for another day) often relies on the sales teams numbers for forecasting and the Accounting department for actuals, only inflating this problem.  This issue can be explained away as Sales signing bad deals or finance forecasting  too aggressive or accounting says “No” too much but frankly the problem is communication. Typically, a major part of the required communication is documentation and training. Tackling this can provide a simple benefit of getting everyone on the same ship. But improving communication and documentation isn’t a one time fix where you set it and forget it. Just like any type of communication in a relationship, it requires constant nurturing to address new situations.  Withou...

  A crucial responsibility often overlooked by a contracting deal desk function pertains to educating the business on the contents of commercial contracts. While training may occupy reps' selling A crucial responsibility often overlooked by a contracting deal desk function pertains to educating the business on the contents of commercial contracts. While training may occupy reps' selling time, it is instrumental in enabling sales representatives to steer clients appropriately through critical aspects of the contract. The reference materials must link back to the product catalog, and specify which contract documents or language are requisite for different sales categories.  As for creating this structure here is a list of action items: Develop a Schedule: Develop a consistent training schedule to educate sales representatives on the contents of commercial contracts. Develop a standardized methodology for assessing sales representatives' understanding of the contract contents,...