Some of the symptoms of underlying growth inhibitors that we often encounter are:
Underachievement of revenue targets
Loss of market share (or inability to determine market share)
Inability to reliably forecast revenue
Eroding margins
Poor penetration of attractive markets
Insufficient numbers of qualified leads
High customer churn
Low win rates
Low sales force productivity
High turnover among top salespeople
These symptoms indicate underlying problems which are interconnected and are different for each company. The resolution of each of these problems requires a unique set of
actions for the specific circumstances - care must be taken to not fix one problem only to make another problem worse. Focus needs to be on identifying these underlying growth inhibitors and the defining the proper actions necessary to
eliminate them, resulting in greatly improved revenue
generation performance.