What to Do When You Hit the Invisible Sales Revenue Ceiling
Have you ever hit a level of revenue that you just couldn’t seem to break through?
If you have, then you know how frustrating it can feel.
You may even spike above this ceiling periodically. But, like water seeking its own level, your revenue results seek a sub-par level.
I once walked into a situation much like this. I assumed the position of Vice President in a relatively young company. I was immediately tasked with making the changes needed to solve the revenue problem.
The company, after nearly 2 years of business-to-business selling of their service, had met only 40% of their revenue expectations.
Finance told me they were “behind” projections and needed to catch up. And the executive team wanted to know how long it would take. And the CEO said we didn’t have much time.
In this case, corporate had created a unique and valuable position in the marketplace. They had a sustainable competitive advantage. The service application worked, the product was needed and their offering was dramatically different from its competitors. Their Strategic...
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