Revenue Generation

As companies are challenged to grow, executives realize new ways are required to significantly enhance & accelerate revenue growth. E&S has helped management teams redefine their business to identify new business opportunities, enhance sales productivity & marketing effectiveness, improve distribution channel effectiveness, and execute key account strategies to increase share & loyalty.

Investing in growth is a core strategy for many companies. E&S has proven capabilities to help drive and support strategic growth imperatives to achieve accelerated growth.  Often, we help senior managers raise their performance bar by as much as twofold. Below are key revenue-related initiatives we have driven and supported in the past:

New Business Growth Opportunities: E&S has helped clients redefine their business and identify new market and business opportunities to achieve quantum leaps in revenue and market share. This new business definition often allows managers to identify and then develop new markets, products, services and solutions.

Sales Productivity & Marketing Effectiveness: We help clients significantly improve sales productivity and enhance marketing effectiveness to achieve sustainable results through:
 

1. Sales & marketing model design recommendations

2. Market & customer segmentation (both experiential-based and quantitative)

3. Profile, grade & classify accounts into tiers

4. Objective sales rep & manager productivity assessment

5. Rep and manager role definition & shifts to focus on high-value activities

6. Sales process design, support tools & service integration

7. Performance measurement & incentive programs

Distribution Channel Effectiveness: We bring a market-based approach to help clients identify alternative distribution opportunities, integrate & leverage multi-channel delivery, and capture cost savings all while enhancing the customers’ total experience.

Key Account Strategies: For many businesses, a handful of accounts/customers represent the primary source of revenue. To maximize the value of these strategic accounts, we work with teams to develop account-specific strategies to address and resolve customer critical business issues. E&S will also help drive and execute these strategies from recommendation development to conducting joint sales calls to leverage E&S’ consultative and solutions-based selling skills.

Customer Share & Loyalty: A challenge businesses face is to understand how to become more relevant by delivering products and services that satisfy the customer’s most critical objectives. We have helped clients increase customer penetration, build loyalty, and manage profitable relationships.