Module 4
Leadership & Control
This module focuses on improving the organization’s leadership and management effectiveness, especially in maintaining transparency, control, and customer-centric leadership. It acknowledges the pivotal role that effective leadership plays in business success, evaluating leaders’ engagement with customers and aligning commercial goals with business strategy. The assessment process involves gauging whether leaders possess a clear comprehension of the customer journey, have established specific commercial goals in line with business strategy, and are proactively engaging with customers.
Hosted by
Alan Crowther
Who is this course for?
Customer-centric B2B commercial executives with a revenue growth agenda.
What You’ll get
- Expert Training: Each module delivers in-depth training from an industry expert, who brings a wealth of experience in coaching commercial leaders one-on-one to drive significant revenue growth.
- Tried & Trusted Tools: We equip you with a suite of tried and proven tools that you can use during the course and seamlessly integrate into your organization for immediate impact.
- Practical Implementation & Mentorship: Our lead mentor, Alan, will guide you in translating theory into practice. Apply your newly acquired skills directly into your business operations to steer your company towards sustained revenue growth.
- Visible Results & Application:Experience visible outcomes as you put your new knowledge into action throughout the course. This program is designed to ensure you can apply your skills effectively and see immediate results in your organization.
The module is broken down into
3 key areas:
The module is broken down into 3 key areas:
EMBEDDING CUSTOMER CENTRIC lEADERSHIP
A high-performing organization requires authentic, customer-centric leadership. This is non-negotiable. Credibility is created by ‘walking the talk’ in the way leaders engage with customers, the strategic direction they set for the business, and the type of questions they ask internally. This needs commitment from leaders and requires a formal process to embed behaviors and make them happen.
Tools & Templates:
- Transformational Leadership Tool
- Customer Engagement Plan
coaching for success
Leaders need to engage (and be seen to engage) in the process of continual improvement of front-line teams. This demonstrates genuine interest in customer facing activities but also injects senior level experience into the sales process. Assessment of wins and losses needs to leverage similar processes and language used in the deal qualification process and needs to be carried out with positive intent.
Tools & Templates:
- Win/Loss Review Tool
proactive monitoring
Under-performing businesses tend to focus on “rear-view mirror” data – reviewing historical information in fast-moving environments and reacting with out-of-date interventions. Leaders need to be one step ahead, anticipating changes in market conditions and customer behavior using well-designed ‘triggers’. Customer-centric and measurable KPIs need to be set and wrapped inside a simple governance process to ensure control and transparency of the business, and irrelevant KPIs need to be removed.
Tools & Templates:
- Governance Structure & Cadence Template
- Win Room Toolkit
- Forecasting Tool
NEXT STEPS
If you’re interested in participating in one or all of the Revenue Accelerator Modules, please get in touch and we’ll find a cohort date that works for you.
Other Modules:
Module 1:
Optimizing the Organization
This module focuses on developing a growth-oriented, ‘fit for purpose’ operating model that optimizes customer-facing interactions. It is designed to evaluate your current organizational structure and capacity, assessing its adequacy in reaching your business goals. We delve into an analysis of your team’s capabilities and available resources. Additionally, we scrutinize your current operating model’s suitability for the organization and pinpoint any strategic gaps.
Module 2:
Retaining & Growing Customers
This module emphasizes the importance of customer engagement and satisfaction for long-term profitability. It assesses the organization’s capability of maintaining robust client relationships, minimizing attrition, and leveraging upselling or cross-selling opportunities. The evaluation process involves understanding how well the company delivers value to its customers and identifying potential avenues for revenue expansion.
Module 3:
Winning New Customers
This module concentrates on the organization’s strategies for identifying potential customers and fast-tracking their conversion. Recognizing that new customer acquisition is a vital aspect of business expansion, it evaluates the organization’s methodology for pinpointing its target market and sweet spot. The module assesses the clarity of the organization’s defined target market, the realism of its new business goals and targets, and the effectiveness of its lead generation process.
Are you ready to accelerate revenue growth?
Take the scorecard.
Identify your areas of strength and weakness in the 4 cornerstones of revenue growth.