I was speaking with a client at a small vendor who was not having any problems getting her executives’ attention and support for AR. Why? Her executives understand that the analysts’ impact a minimum of US$6-7MM sales per quarter. They know the dollar impact on sales because this AR manager diligently captures information about deal size when sales representatives call her for assistance.
Another client asked me to review a PowerPoint chart he had created. It was a very powerful chart because, again, it showed the millions in revenues that started as analyst-related leads – in this case, over 20% of the company’s annual revenues. Similarly, this second client also has no problem getting executive attention and support.
Showing the dollars, euros, yen or pounds the analysts have their fingerprints on presents a very powerful business case to top-line focused executives – and these days, which executives are not revenue focused? Yet, when presented with this approach, many AR managers simply shrug and say that they could never get their sales force to provide them with this information. However, when we ask whether they get calls from upset sales reps or managers about deals negatively impacted by analysts, invariably they say “yes.” Bam! The light goes on that (more…)