The ReveGrowth Diagnostic Methodology

Does your organization have a high performing "Growth Discipline?" Do you have the Growth Discipline? Do you know why your organization is successful at growing?

Our Suite of Growth Diagnostics will help shed some light on these questions in each core component of your business.

The Growth Diagnostic Suite is ReveGrowth's proprietary diagnostic assessment designed to help small- and mid-sized companies grow.

Growth is everyone's responsibility and the Growth Diagnostic helps us diagnose the alignment of marketing, sales, and services within your organization as a starting point to building alignment to growth.

The components of culture, strategy, and system are analyzed by our certified Growth Consultants within the context of the Growth Diagnostic below. Results are confidential, objective, and are never shared with any of our clients:

The Revenue Growth Diagnostic

The outer areas of the graphic above are the competencies of your organization's Growth Discipline. Your organization's ability to focus these competencies on the client or customers will ultimately determine the effectiveness of your Growth Culture, Structure, Processes, and Strategy. Each competency must be aligned to the customer and support the rest for true Growth Discipline mastery. Your business growth is at stake.

Competency 1: Buyer-Centricity

Growth is fundamentally rooted (or grounded) to buyers. Sales professionals and other Growth Talent must strive to understand and study buying behavior. They must also align themselves and their organization in order to as successful as possible at increasing closing rate. 100% of a sales professional's activity should be directly tied to buying processes. All competencies of the Growth Diagnostic must align to the buyer as outlined below.

As the first component of the Growth Diagnostic, Buyer-Centricity details the thoughts and strategy of a potential buyer and the buying organization. By shifting specific focus to the buying environment within the Diagnostic, sales professionals recognize there are a distinct set of phases that a buyer engages in to buy. The result of these phases is a"buying cycle" that results in buying the product or service, or not. This buying cycle outlines the commonly accepted and universally applied process by which a customer buys any product and details what they experience when they buy.

Competency 2: Sales Vitality

The sales competency of the Growth Diagnostic is comprised of the individual sales professionals, sales management, and sales support organizations. This is the front-line of revenue generation in most companies. However, everyone in the organization (and the other competencies of the Growth Diagnostic) must have a sales (or revenue) mentality.

The selling cycle followed by ReveGrowth comprises the commonly accepted and universally functional phases that all sales professionals and the selling organizations progress through to sell. The selling cycle explains what is typically experienced within a relationship with the buyer. Some phases are more important at different times. Most of the world's best companies are are superb selling organizations. They are also primarily results focused and growth focused. The success of the selling competency in providing the necessary results within the Growth Diagnostic will directly impact closing the sale or losing the sale. When a buying decision is made, it results in a decision to "buy" or "not buy."

Competency 3: Marketing for Growth

The marketing competency is comprised of the product marketing and advertising organizations. This competency helps identify the ideal profile for prospects as well as helps the sales competency turn prospects into customers through effective growth oriented marketing messages. Because the message should support the Growth Diagnostic, sales teams and service teams should help craft pertinent messages. Collateral should be developed to support the sales teams in the field. Marketing and Sales are the primary growth drivers for your firm. They should be integrated and supported through the other competencies in the Growth Diagnostic.

Competency 4: Service Alignment

The Growth Diagnostic of your organization will produce a series of tactical and strategic processes that leads to a sales transaction. A sale is not just the transfer of goods or services. A sale occurs when the full knowledge of a good or service is transferred to the buying organization (or buyer) through the collaboration of the competencies within the Growth Diagnostic. This transfer of knowledge must occur at a comfortable pace with the buyer, yet at a pace that attains the revenue goals of your organization. Once this transfer occurs, the buying organization should purchase a good or service and the transaction should take place. The service competency of the Growth Diagnostic is comprised of all the manufacturing or service delivery organizations and functions. This competency is responsible for production of what is sold as well as support after the sale. This competency must also be aligned to support the Growth Discipline.

Competency 5: Enablers

Enablers within the Growth Diagnostic result in repeatable and definable processes. Throughout the organization, these processes should be enabled and managed in a systematic and holistic way (i.e. marketing, sales, and customer service initiatives and efforts). This leads to quantified measurement of sales generation efforts and an understanding of what Growth Discipline is and how all the departments interface with the Discipline. Key stakeholders can leverage technology to contribute equally towards the firm's ability to create revenue. With the use of technology, proper resource allocation and contribution to the sales effort can be attained. A solid understanding of organizational vision, mission, and goals are thoroughly ingrained through a common language and proper alignment with technology that allows the firm to collaborate. This leads to the institutionalization of learning and best practices.

The Enabler competency is is also comprised of all the back office and technology infrastructure and tools in use by the selling organization. These enablers are analyzed in the context of the Growth Diagnostic to determine the need to free up needed resources or how to maximize sales efficiencies.

Competency 6: Performance Measures

Measuring within the Growth Diagnostic is accomplished through metrics based on revenue growth, productivity, and alignment to the customer. Where your organization strong, our Growth Consultants will identify and document these processes as they pertain to the overall Growth Diagnostic. Where your organization is not as strong, ReveGrowth will help leverage your existing strengths into your own Growth optimized approach.

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