Revenue Opportunity Report

Stage One turns market selection into revenue production using the Revenue Opportunity Report. This document contains a detailed roadmap to customers in each of the market segments targeted by the company. It is designed to guide you in allocating sales resources to address the right opportunities most likely to positively impact the revenue stream, immediately and over time.

Current Penetration Analysis

Your existing customers may provide your best near-term revenue opportunities. But to make effective decisions on where to apply sales assets for maximum benefit, sales managers must understand the size, timing and probability of each of the opportunities.

Stage One relies on the Penetration Analysis to determine your sales team's best direction for impacting short-term revenue results. This report analyzes important indicators such as:

  • The revenue distribution summary – the list of companies that represent 80% of the company’s revenues
  • The churn summary – what percent of these companies are replaced each year
  • The trend summary – the patterns of revenue activity for these companies
  • The frequency summary – how often these companies make purchases each year
  • The purchase summary - why these companies purchase
  • The abandonment summary – explanations for why customers stop purchasing

At the completion of this analysis, sales managers have all the information they need to understand the revenue opportunity at their existing customer base, and how to generate more revenues in the near term.

Target Customer Profiles

Stage One distills the information from your positioning platform, market selection and other business and demographic factors to create a document summarizing the characteristics of your prototypical customer. The sales team can screen their existing accounts, territories and leads to find similar firms with the same important characteristics.

Your target customer profile is particularly helpful for activities such as training customer-facing personnel, analyzing current assigned accounts and territories, crafting lead generation programs and creating sales materials. Later, Stage One can create target account lists by geographic or industry territories, helping you to direct your salespeople in approaching those companies, and providing you with the comfort in knowing that the very best accounts are being pursued.

Fresh Revenue Sources

Nearly everyone gets excited by the opportunities new customers bring. After all, there are no problems, no objections, and no hurdles at the start of the sales cycle. But the challenge for sales managers is in guiding the sales team to find the right balance of existing and new customers.

Stage One employs a scientific approach to determining the optimal mix of revenue opportunity sources. We measure the opportunity at each of your existing customers and compare it to prospects for revenue at new customers, using a combination of metrics to find the right mix for your team. The result is a steady stream of new revenue opportunities from both existing and new customers and steadily improving revenue productivity from your entire sales team.

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