CEO
Business Growth Audit Test
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Take The CEO Grow Your Business Test
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In order to be growing your business
aggressively, you need to use a premeditated system,
take specific action steps to maximize corporate goals,
exploit market opportunities, and understand the drivers
needed to maintain sustainable growth.
At The CxO Group, we audit 100+ business
growth drivers to determine company strengths and
weaknesses in their operating models. Here are 25 of the
100+ drivers we use to audit a company's potential for
success and measure the areas that are weak and need to
be adjusted.
The
How to Grow Your Business workshop is your
opportunity to get one-on-one coaching with us in these
25 areas, plus the other 75 drivers we focus on.
Take the test and measure your revenue
growth success potential.
CEO Business Growth Audit Test
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Are your services, engineering or operation
departments set up as individual profit centers?
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Is your service department, engineering or
operations department revenue capture process only
the sales team's responsibility?
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Does your development, engineering or operations
department create new offerings without market gap
research or detailed written project plans?
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Does your development, engineering or operations
department create new business offerings without
getting written input from your sales and marketing
department?
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Have your operations or development department
wrapped your services into a packaged offering with
specific pricing options targeting specific buyers
to help your prospects buy easier?
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Is the average success of your entire sales team's
assigned sales quota or target greater than 85%
annually?
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Do you have a written, documented systematic sales
process detailing your firm's entire sales cycle
from pre-sale to post-sale that you require your
sales team to follow?
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Do you know your sales capture cost per sale?
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Do you use a metric-driven method to mathematically
calculate sales quotas or sales targets for your
sales team?
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Do you pay your sales team the same commissions for
business from existing customers as you do for
business from new prospects?
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Do you know the lifetime dollar value of each of
your top ten customers during the last five years?
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Do you and your management team get a line item
detailed profit and loss statement (P&L) showing
profits and losses before corporate general and
administrative costs (G & A) every month for each of
your departments?
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Do you know specifically (based on research, not
conjecture) why your prospects buy from you?
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Do you know specifically why you lose business
(based on research, not conjecture)?
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Does your vice president of sales have total control
over who they hire and fire?
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Do you raise your product or service pricing every
year?
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Do you calculate marketing Return on Investment (R.O.I.)
for each your marketing investments?
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Is your senior marketing manager paid financial
incentives based on revenue growth?
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Does your marketing department have a written
month-by-month marketing action plan listing each
activity, its costs and its expected inbound lead
generation goals?
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Has your firm calculated business demand for your
products or services through market gap analysis?
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Are you growing your firm's top line revenue
organically through outbound new market revenue
capture?
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Is at least 50% of your current fiscal year revenue
coming from new customers?
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Do you have any customer responsible for more than
15% of your total revenue?
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Do you believe that all of your customers primarily
buy from you based on your price?
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Do prospects call you and ask to buy your product or
service without you contacting them first?
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1. Yes
2. No
3. No
4. No
5. Yes |
6. Yes
7. Yes
8. Yes
9. Yes
10. No |
11. Yes
12. Yes
13. Yes
14. Yes
15. Yes |
16. Yes
17. Yes
18. Yes
19. Yes
20. Yes |
21. Yes
22. Yes
23. No
24. No
25. Yes |
Scoring Assessment:
Give Yourself 5% for each right answer.
The following audit is not a complete assessment of your
revenue growth potential but a snapshot of where you may
be versus where you need to be.
How did you score?
60% and Below
Your business model cannot maintain year-over-year
sustainable growth. If your revenues are increasing, it
is an anomaly, not a methodology and has specific
financial and operational leakage issues and corporate
instability exposure.
To fix this position, you need a
redesign of your business and the integration of your
operations, sales, marketing and strategy processes into
one revenue capture approach.
61% to 80%
Your current business growth model has some of the best
practice attributes needed to grow revenue
year-over-year using a planned process. Some of your
business structure may need to be adjusted to maximize
long-term corporate growth goals.
80% and Above
Your business structure maximizes corporate growth
capabilities and uses an interdepartment alignment that
focuses on strategy linked to action steps. You have
built a sustainable pattern which should foster
continued success.
PS: If you want learn more about why
your firm may not growing as fast as you would like it
to, call us now at (972) 727-6880 or email
info@thecxogroup.com to chat more about the
How to Grow Your Business seminar. Now, I
do not want to mislead you, it takes work, and
commitment by you and your management team!
Writers Resource Box
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Paul DiModica is the author of
the best-selling books: Value Forward
Selling, Value Forward Marketing,
and Sales Management Power Strategies.
He is founder of Value Forward Group and
addresses thousands of executives each year on
the subjects of sales, marketing and strategy,
including executives and staff of Wells Fargo,
Lanier Corporate, Adobe, IBM, Tyco/American
Dynamics, Navitaire and many others. His
content-rich workshops and strategy sessions on
leadership, sales, management and marketing
bring about immediate changes and long-term
results. For more information, visit
http://www.thecxogroup.com |
Business Growth U.S. specializes in business growth and business performance
improvement by integrating sales, marketing, business
strategies and Financial Performance to maximize
corporate revenue growth.
We hold long distance and onsite business growth, sales, marketing and
strategy workshops, seminars and training nationwide
including New York, Orlando, Chicago, Dallas, Houston, Austin, Las Vegas, Los Angeles, San Francisco, Denver, Salt Lake City, Tulsa, Buffalo, Philadelphia, Phoenix, San Diego, San Antonio, Detroit, Miami, Washington DC, Boston, San Jose, Jacksonville, Albuquerque, Oklahoma City, Raleigh.
To
help with your business growth needs, please tell us more by calling us
at (972) 727-6880 or email
info@thecxogroup.com
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