Measure the Money You’re Making

To understand your company’s financials, start with these three measures of how money is coming in:

Growth.
Growth in sales is usually—but not always—a positive sign. Look for year over year growth but remember that it has to be profitable and sustainable.

Cash generation.
Cash allows companies to stay in business. Cash generation is the difference between all the cash that flows into the business and all the cash that flows out. Investigate where the cash is generated, how it’s used, and whether enough is coming in.

Return on assets.
A company’s return on assets is its net profit divided by the average value of its assets during a given period of time. This measure shows you how well your company is using its assets to make money.

 

Put Yourself in Your Customers’ Shoes

If your company is looking to innovate, don’t waste time analyzing market research reports and delving into customer data. What customers say they will do is not necessarily what they end up doing. Instead, put yourself in your customers’ shoes. Observe them using products and watch for frustrations they may not even notice. Don’t delegate these explorations to the market research consultants. Do it yourself. Make sure senior people in your organization – those who have the strategic understanding to recognize opportunity and the authority to act on it—get out and observe customers too.

 

Sales Services

Sales

Grant & Graham is specialize in strategic planning for sales, as well as developing individual salesperson sales plans. In addition, our professional assistance to established or start up companies includes sales compensation plans and a complete sales analysis and review of your organization, as well as a host or other sales and marketing activities.

Sales Consultants For Profitable Sales Growth

Sales consulting to large and small companies is Grant & Grahams specialty. We improve our clients’ sales productivity, performance, and profitability. Grant & Graham excels in sales consulting situations in which a company needs help with their sales processes, organization or structure. Sales planning and customizing sales planning processes are a major focus of our business.

Sales Planning Is a Key To Sales Success

We specialize in strategic planning for sales, as well as developing individual salesperson sales plans. In addition, our professional assistance to established or start up companies includes sales compensation plans and a complete sales analysis and review of your organization, as well as a host or other sales and marketing activities.

Sales Plans And Sales Planning For Profits

Sales success begins by addressing fundamentals. Once the basics of sales force organization and management practices are firmly anchored within your firm, Grant & Graham, with its Sales Planning For Profits, focuses on individual sales plans for your sales personnel. Our work complements whatever selling system or concept you are currently using, or can help you choose an approach that best suits your sales culture.