Revenue Growth Hacking
Every company wants massive growth, like now! I’ve worked with over 100 companies and here is a list of the top growth hacks [in order of importance] I have seen that actually work.
Staff Up – the top reason companies fail to achieve the hockey-stick-graph-growth is they don’t have enough dedicated staff selling all day, every day. Dual sales & service roles diminish the focus on new revenue acquisition. Hire more sales bodies now. If paying for extra salaries is onerous, scour the landscape and you will likely find either free or matching money to help get interns, or the like, manning a desk at your office.
Divide and Conquer – the sales job consists of several discreet tasks. a) finding leads and nurturing them; b) reaching out to them and scheduling an appointment to talk; c) moving them through the sales process to closure; and d) on-boarding those new customers and up-selling them. At minimum, have one Biz Dev person filling the top of the sales funnel, a Sales person closing them and a Customer Success person on-boarding them. Reengage sales to up-sell when appropriate.
Automate Your Sales – it’s mind-bending how many intuitive tools are available to automate every step of the sales process. Map out your process, then Google “what’s the best app for automating the [insert sales micro-function here] part of your sale?”. Pick your sales stack components, turn the key and fire it up.
Configure Your CRM – bake your sales methodology, language and processes right into your CRM. This is the ultimate scaling growth hack. When your CRM is your sales process, training a new hire on one aspect immediately trains them on the other. CEO’s love the revenue growth that follows.
Stomp on the Sales Gas Pedal Now – if you don’t have a robust Sales Staffing and Process & Tools infrastructure plan, create one asap. You can’t build a thriving business on a non-existent or shaky foundation.
You will definitely have to iterate to optimize all of your systems as you grow, so prepare to iterate over time to iron out the kinks. This way, when your revenue grows, your systems can scale with it.