The old pipe dream. Creating predictable and scalable sales revenue. It's a feat accomplished by many, but mastered by few, and one that will always be a bi-word for the imitable Aaron Ross.
First things first. what is Predictable and Scalable Sales Revenue?
It sounds like a copout to say - and even might be - that predictable and scalable revenue is exactly what it sounds like, in that it's the formulaic process of growing one's revenue, rather than winging it and leaving it to last-minute tricks and deal.
Correctly implemented, Predictable and Scalable Revenue will be able to accurately forecast your company's earnings and growth year-on-year, but how does one achieve this?
In his book, Aaron Ross breaks the process down into:
- Understand your funnel
- Determine the acceptable average deal size
- Define time frames
Everyone must become a system, or else very little will become predictable.
His book - Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com -features in our much-loved Book Club actually. Check that out here!
Rather happily for you, Aaron Ross himself will be here with us at #MarTechFest Dial Up to explain exactly how you can do this, and seeing him is entirely free as a keynote speaker.
You should sign up for our lovely - again free - #MarTechFest Dial Up!!!!!! It's really good and you'll hear about all other sorts there too.