Revenue is king. It is the primary focus for most sales leaders, and the measuring stick for
sales success. While revenue is an important indicator of sales success, sales leaders also
need to broaden their focus to consider the sustainability of revenue over a long period of
time. Sales leaders who focus on achieving repeatable results through an effective sales
process will consistently realize the revenue they desire.
Exclusive Short Term Revenue
Focus, Long Term Business Issues
Sales Leadership in Action Group
Sale leaders who are aware of their actions and decisions, and constantly work with
reps to create a process and culture, will not only achieve the desired sales revenue,
but will do so consistently in both the short and long term.
Bottom Line & Business Impact:
© 2010 SLiA Group Inc., sliagroup.com
Lay of the Land
Sales Leaders are Revenue Focused
Revenue is the name of the game. While the financial reward is key; it is important to focus
on the process that leads sales reps to that end. Even though an exclusive focus on
revenue will result in sales, these results are rarely sustained over a long period of time.
Sales leaders cannot focus on monetary returns today at the expense of losing future
revenue and abandoning their process.
Too often sales leaders do not consider the repercussions of their short term decisions. If
sales leaders want to have repeated success, they must be able to identify how they got to
the result. Understanding the process by which revenue is generated will make it
repeatable. Repeatable results equal success now, and in the future. Success is created
• A Quality Process
• Motivating the Sales Team
• Defining Sales Success
A Quality Process
When sales leaders constantly focus on revenue, there is too much emphasis placed on the
end result without concern for implications. While results do have an important place
within the sales industry, there has to be more emphasis placed on how results are