The Best Invest

Sometimes I’m shocked by the amount of time it takes for the “obvious” to become apparent to me.

I was recently reminded of an exercise our team performed. We reviewed 100 of our clients to calibrate our Target Filter and determine the characteristics of?our most successful clients.

We’re always trying to define our best prospects, those with the “greatest potential to implement our system with success.” The latter is the more important quality for us. It’s the quality on which our brand is built.

For the sake of the analysis, we defined successful implementation outcomes for our client as having one or more of these qualities:

1. Landed at least one account that was 10 – 20 times the size of their average account
2. Doubled their rate of sales revenue growth in the 12 month cycle following implementation
3. Grew targeted existing accounts by greater than 40% within six months

From our analysis, the companies that achieved these outcomes by implementing the Hunt Big Sales system exhibit the following characteristics:

• Between $5M and $125M in annual revenue
• Privately held with majority ownership in the CXO positions
• Profitable operations over most recent 3+ year period
• Senior management has been working together for 2+ years
• Company has and implements its Strategic Plan
• CEO/Executive Management invests in professional development

This last quality was UNIVERSAL! (To be clear, I’m not talking about their investment in HBS.) In every case that we’ve seen remarkable success, this quality was also present.

In addition, they invest in executive coaching, strategic planning, and process development. We also found Lean Manufacturing initiatives, quality systems initiatives and many other efforts to systematically improve the organization’s ability to perform.

Improvement at the highest level of the company is a cultural value, not an event or a “hail Mary pass.”

Our work aligns with their approach to improvement and fits into the belief sets of their people.

The Best Invest.

My appeal to you would be to ask yourself, “How is my company looking at its investment in being the best?” Are you being intentional? Is there a regular review of the areas that need improvement? When you identify these areas, do you approach experts to help you through the process of getting better? After all, Tiger Woods can beat almost anyone in golf, yet he has 5 coaches to help him improve, not just a mirror.

If your company is looking to achieve remarkable results in sales growth through large account selling and have the criteria I listed above, I encourage you to reach out. Many of the companies who have had the most explosive growth using our system started with that first step.