2 Steps to More Predictable Revenue Streams

Reactionary sales tactics and grabbing for dollars does not usually equate to sustainable growth.

Strategic sales account planning is about creating the competency and discipline to drive more predictable revenue streams from target clients. Done right, the repeatable revenue should also lower your cost of sales and increase gross margins.

To create the capability to get more predictable revenue, start by becoming intimate with your target account’s business and identifying what “makes them tick.”

1. Become Intimate with your Target Account. Once you have identified a target account, your first task is to get to know your client’s business as good as (or better than) they do. To be successful, you must understand their industry, their customers, their competition, and the key financial and performance metrics that most impact their marketplace.
   
   
2. Understand what Makes them Tick. Once you “get” their business, your next step is to deeply understand their key strategic objectives and most pressing challenges for the next 12 months. This includes being able to clearly articulate their top strategic imperatives, target client attributes, value proposition, and key improvement areas and trends.

This knowledge allows you to create strategic sales account plans that identify what matters most to your target accounts and that link your solutions to their most important goals.