课程: Cross-Selling

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Determining your revenue goals

Determining your revenue goals

课程: Cross-Selling

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Determining your revenue goals

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- In the world of B to B, or business to business sales, we have to be intentional about how we set our revenue goals and have a proven process that allows our goals to be realistic and achievable. If you can understand the why behind a given revenue goal for any given product, it'll not only help you understand the potential within your geography, but also help you have a better internal conversation with your boss around the context of your revenue goals and the impact to the overall business. Let's start with what we base our revenue and profit targets on. The simple way to look at this is through the lens of outputs, known as lag indicators, things like revenue and profit, and inputs, known as lead indicators, which are the activities that will produce the outputs you desire. In other words, what do you need to do on the front end in order to get you what you want out of the back end? So inputs versus outputs. We'll use the following formula to ensure we have the proper inputs…

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