Stage 6: Monitor and Review

From moments after departure from Heathrow to landing at JFK a 747 is off course over 90% of the time. Positioning systems measure the drift and the autopilot continually corrects the course to land safely in New York.

In the same way a project to create consistent and predictable revenue by changing selling behaviour and defining selling processes for each revenue category may also drift off course.

The purpose of the review is to monitor the lead and lag indicators set in Stage 2 to determine what adjustment is needed to stay on course.

Factors such as:

The processes: are they working, are they appropriate, can they be improved, and where?

Management: are they leading sellers to change? Can they coach and support the sellers? Do they revert to old behaviours when under pressure at quarter end?

Sales people: are they following the process, if not why not? Is it an attitude, knowledge or skill problem?

Revenues and Pipelines: are they as predicted in terms of volume, mix and value. If not why not?

External Factors: Have external factors such as the economy or competition changed such that the revenue strategies need to be reviewed? If so it may be necessary to re-visit Diagnosis.

So, whats the next step? Get in contact with us to find out how to put these steps to good use within your business.