Low Tide at Revenue Beach

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One of the most interesting things about going to the beach is the change in scenery at high and low tide.  High tide is about abundance.  Low tide, on the other hand, reveals all sorts of unusual things: shells, starfish, sea glass, tires, shovels and rocks.

For growing your business, the last ten years have been high tide.  There was so much growth and opportunity, were there points that you were unable to find enough sales talent to keep up with it?

The COVID-19 health crisis has been a difficult period for people on so many levels.  It’s also created a low tide in the financial markets and in many industries.  And as revenue and pipeline opportunities flowed out over the last several weeks, what’s been revealed on your beach?  The common theme in the conversations I’ve had during this period with CEO’s, Managing Partners and PE investors is that there is a now-visible gap between what they need, and what they’ve got, in their sales organization.  These gaps might include some or all of the following:

  • Hunters
  • Legitimate pipeline opportunities
  • True account managers, to both retain and expand relationships
  • Managers who drive accountability
  • Ownership
  • Agility

Whether your current focus is on getting through the current crisis or preparing for what follows, two things — dispassionate data and objective insights — will give you the confidence to make the right calls during this difficult period.  When the time is right, I can help you with cutting-edge tools that will change the way you move forward.

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