Why Smart Teams Miss Their Numbers (A 90-Day Fix)
Marco Giunta ??
Private Equity Growth Partner | 23% YoY Revenue Boost via AI | Transform Your Portfolio—Let’s Talk
Last October, at the start of Q3, I sat across from a CMO. Her whiteboard was covered with ambitious growth targets, graphs, charts, and stick figures (you know those marketing guys!), but her eyes told a different story. "Marco, we have three fantastic product lines, two stellar agencies, and a marketing budget most would kill for. But we're still missing our numbers." She paused, then admitted what many executives won't: "I'm starting to think we're the problem." This conversation wasn't unique - I've heard similar confessions from dozens of senior executives who seemed to have everything figured out. Today, I'm sharing the exact framework that helped her team increase their conversion rates by 47% in just a bit over 90 days.
The Hidden Cost of Goal Setting Gone Wrong
Look familiar? You set aggressive quarterly targets. Your team nods enthusiastically during planning sessions. Yet three months later, you're explaining to the board why you're off track. Again.
The problem isn't your team's capability or commitment. It's your approach to goal achievement.
Let me show you how to fix this using the F.A.S.T. method - a framework I've refined working with private equity portfolio companies.
Step 1: Focus - The Power of Ruthless Elimination
Most go-to-market strategies fail because they try to boil the ocean. Here's what to do instead:
A recent client discovered that 73% of their sales team's time was spent on low-value activities. By redirecting that time to high-impact customer conversations, they doubled their pipeline in six weeks.
Step 2: Action - From Analysis Paralysis to Revenue Motion
Strategy documents don't generate revenue. Action does. Here's your playbook:
One CRO I worked with implemented this system and saw their sales cycle shrink from 90 days to 45 days.
Step 3: System - Building Your Revenue Engine
Your system should be simpler than your strategy. Create:
A PE-owned software company used this exact system to increase their enterprise deal size by 35%.
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Step 4: Tracking - The Missing Link
Most executives track lagging indicators. Winners track leading indicators. Monitor:
The Results That Matter
Companies implementing the F.A.S.T. framework see consistent results. But don't take my word for it:
Case Study: A PE-owned Logistics company was struggling with a 180-day sales cycle. Within 90 days of implementing F.A.S.T., they:
The Pattern Is Clear
Smart teams don't miss their numbers because of talent, technology, or budget constraints. They miss them because they lack a proven system for turning goals into results.
Here's what typically happens:
Sound familiar?
The F.A.S.T. framework breaks this cycle by creating a direct line between daily actions and quarterly targets.
About the Author: Marco Giunta transforms how PE-backed companies approach revenue growth. After watching countless brilliant strategies fail due to poor execution, he developed the F.A.S.T. framework to bridge the gap between strategy and results. His client portfolio includes technology, professional services, and B2B companies generating revenue.
Struggling to hit your numbers? I'm offering a confidential F.A.S.T. framework assessment to 5 companies this month. You'll walk away with a concrete plan to hit your Q3 targets - or I'll donate my consulting fee to your chosen charity.
Book your slot at https://marcogiunta.com
How did this resonate with your experience? What's your biggest challenge in hitting your revenue targets? I'm planning my next piece and would love to address your specific obstacles.