When an investor underwrites future growth, how much confidence should they have in the sales organization expected to produce it?
In this episode of The Sales Reality Check, Heather and Jen look beneath historical revenue to examine the sales engine itself.
We discuss:
• Revenue and rep concentration
• Founder and rainmaker dependency
• Pipeline quality vs. pipeline value
• Qualification consistency
• Sales process and conversion
• Manager coaching
• Forecast accuracy
• Why sales effectiveness belongs in the value-creation plan
Heather's Gem: “Historical revenue tells you what happened. The sales engine tells you whether it can happen again.”
If future growth is part of the investment thesis, Sales needs more than a bigger target. It needs the process, people, behaviors and management discipline capable of delivering it.
#TheSalesRealityChecklist #PrivateEquity #EnterpriseValue #SalesLeadership #RevenueGrowth #Sandler
