Who could have predicted Covid and its enormous and persistent business disruptions? The resulting supply chain issues? What lies beyond the uncertain, iffy market where we are right now?
Your leadership team can keep a pulse on the market and an eye on the horizon ahead as best as is humanly possible — but unknown risks to your organization are always lingering.
That is why, at Mereo, we advocate for sustainable revenue performance. As your revenue kickoff (RKO) committee plans for 2024, I want to detail how a sustainable revenue performance mindset should affect your program and how you can get your teams on-board your revenue approach.
THE 3 A’s OF A SUSTAINABLE REVENUE–MINDED RKO
Selling teams focused on sustainable revenue performance will stand by the value of their solution and the supporting differentiated value proposition. They will earn your organization the revenue it deserves to keep serving buyers for the long haul. They will not worry about making a hundred sales but just one. They can wait for that one. And your company will be in a better position to keep commanding pricing power into the future, no matter the market situation.
Your leadership can boost your teams’ sustainable power in your revenue kickoff with a focus on:
- ALIGNMENT: Bring your teams together during your revenue kickoff to rally them around your company’s revenue goals, common processes and procedures. Lead company-wide sessions that equip them with integral value messaging and buyer tools. Foster connections between your marketing, sales, solution / product management and customer success teams.
- ATTENTION: Equip your teams with the compelling case to capture and keep your buyers’ attention in the midst of the market’s noise sustainably. Hint, your business case starts with a P (pain). No buyer will need a solution without a realized pain to overcome first.
- ACTIVATION: A kickoff activation plan is the bedrock of sustainable revenue performance. Your leadership team is not finished training and enabling your teams after the revenue kickoff. Give yourself a framework for holding your team accountable and reinforcing your program throughout the year for greater sustainability.
THE PLAYBOOK TO ULTIMATE SUSTAINABLE REVENUE KICKOFF SUCCESS
Our revenue experts at Mereo have crafted The Ultimate Revenue Kickoff Playbook to help your planning committee hone in on and stay focused on what matters most in planning a program that will lead your organization to sustainable revenue performance.