The Center for Sales Strategy Blog

In this Quick Take episode, we're tackling how to track revenue performance for maximum results.

From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.

Understand Your Key Metrics

The first thing you want to understand is what are your business's key metrics for revenue performance.

• Is it understanding what type of revenue?
• Is it understanding the revenue volume?
• Is it understanding the revenue score?
• Is it understanding the revenue velocity?
• Is it understanding the revenue churn?
• Is it an activity?
• Is it activity based on revenue?

You want to really dive into that revenue performance.

We could have an entirely separate conversation about the activity required to generate the revenue, but for right now, we want to determine the key metrics for understanding the revenue itself.

Establish a Consistent Tracking Process 

Second, you need to develop a consistent process to track revenue.

So, you want to identify your revenue sources and then record your revenue volume. It’s really important that you do this consistently, that you do it the same way every week, every month, or every quarter. You need to have that cadence.

But, once you understand the revenue metrics that you're going to be looking at, then we need a process for tracking that revenue. Once you’ve defined your key metrics, it’s crucial to develop a consistent process for tracking revenue.

This involves identifying your revenue sources and recording revenue volume regularly. Maintaining consistency in your tracking method allows for accurate comparisons and analysis over time.

Make Data-Driven Adjustments 

The third thing to do is make adjustments. Make adjustments based on revenue performance.

You might be increasing the amount of revenue that you need to see coming from each source. Or you might start saying, ‘Okay, we're seeing an increase here and a decrease here.’ You might want to look into that.

You might think about expanding your customer base. That's a lever that you can pull. It's not that we're going to get more from the customers that we currently have. In this case, we're actually going to expand the customer base.

Another lever you can pull is changing your price, pricing terms, rate card, or the terms of the deals that you make.

Those are some of the adjustments that you can make.

Implement Revenue-Driving Strategies 

Fourth, we want to implement revenue-generating strategies. We understand our key metrics, we’re tracking them correctly, and we’re making the adjustments we need.

Now is the time to be forward-thinking and develop revenue-driving strategies. That could mean optimizing our marketing strategy around revenue expectations or adjusting product/service offerings based on how revenue impacts them.

If something's not selling, if there's no revenue attached to a service, do we really need that service? Or if there is revenue attached to it, can we accelerate that a little bit?

Conclusion

To wrap up, make sure you implement a tracking process and utilize the right tools to analyze your data.

Once you have all this in place, you can implement revenue-generating strategies that will help you both take control of your business and take it to the next level this year and for years to come.