WWWR EP 8: You Don’t Have The Metrics Needed To Drive Improvement

This show aired LIVE on October 27, 2021. To watch the show on demand, click here.

In this episode of What’s Wrong With Revenue? we discussed a variety of metrics required to drive revenue today and how many companies don’t have access to this data or are not using the data they have effectively.

One of the major points of discussion was building a Revenue Cycle model for your business that shows at a high level (a CEO level) exactly how to see the way you’re moving people from visitors to new customers.

The Revenue Cycle model uncovers where your marketing and sales execution might be bogging down and underperforming. It also highlights areas for attention that quickly produce better revenue results. If you want a Revenue Cycle model developed for your company, just click here. We do them complimentary for all friends of the show.

In addition, we covered metrics that quickly help you uncover insights into how your marketing is performing, how sales is performing and how customer service is helping in the quest for more revenue.

We reviewed lead scoring, an often-discussed rarely used metric that should be a significant part of a data-driven sales program. Being able to help reps prioritize their activities and align their actions to your best prospects drives efficiency. In many cases, you might be able to generate more revenue with the same number of reps, displacing the old saying, “If we want to grow, we just add more reps.”

We also talked about the rhythms and operational support required to make metrics a key part of your decision-making and action planning processes. Some data should get reviewed daily, some weekly and some monthly.

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