It is indisputable that accurate forecasting of sales results and achievement of sales targets are critical for future planning and growth of every company.
Unfortunately, the stall of software start-ups after releasing their products is often due to improper planning, poor sales executions and inaccurate sales forecasts caused by undefined sales processes, unattainable sales targets, and / or unrealistic growth expectations.
The philosophy of "build the organization and sales will come" does not work either, especially with start-ups and small companies who can't afford to build larger organizations. Often, "band-aid" type of efforts are rushed to such major "bleeding" of funds, via additional rounds of VC funding, multiple pricing revisions, and / or organizational turnovers. Sadly, such desperate and abrupt actions further deplete operating cash by increasing expenses without correcting the core issues.
Although, every start-up software company needs sufficient funding as runway for takeoff, it is unfeasible to ask for multiple "runways" without the ability to accelerate the company's engine for takeoff, i.e. the sales engine. We have also experienced and rescued a small public company that depleted its operating cash to 3 months of remaining payroll. Our sales management efforts revived the company's sales engine and turned it to a profitable $40 Million sales machine.
Often, sales organizations implement Customer Relationship Management System (CRM) to document and track sales activities. That's a step in the right direction. However, CRM by itself, lacking a coherent sales process or methodology, is just a database containing records of sales activities that are useless for producing meaningful and accurate sales forecasts. When sales forecasts are missed, the vision of achieving profitable growth slowly fades away to become wishful thinking that is often combined with setting unattainable future sales targets! The company's growth or exit strategy also becomes uncertain, while investors' and shareholders' confidences continue to diminish and ultimately disappear. Such unfortunate chain events that produce troubling consequences for larger companies, could easily lead to the downfall and demise of a young software company.
Click below to review the three key challenges that impact overall company performance:
If you are absolutely committed to improving sales results and bottom line profits, please contact us so we could address your questions, evaluate the challenges, and propose our recommendations to help you achieve total sales success.