Now Is the Time: Fix Forecasting for 2026 with a Pragmatic, In-House Approach (Free Beta) It’s mid-October—prime time for 2026 sales forecasts and budgets. If you’ve battled unreliable forecasts, margin erosion, and CRM data that doesn’t translate into month-by-month, customer-level accountability, this is your moment. GENREV!™ is a user-friendly, pragmatic, cost-effective, out-of-the-box framework for forecasting, strategy development, and performance management, proven over 30 years in industrial B2B environments, and available now to a limited number of beta sites at no cost . The Planning Reality in Industrial B2B Most organizations are locking 2026 plans right now. Too often, those plans are held together by spreadsheets, optimistic assumptions, and CRM snapshots that don’t map to operational reality. The result? Targets no one fully trusts, margins that wander, and a sales process that’s hard to manage day-to-day. Common Issues (and the Cost of Waiting) Unreliable sales forecasts. Targets are set, but there’s no disciplined, monthly, customer-level path to get there. Margin and profitability swings. Price/mix changes, discounting, and unplanned rush work erode the bottom line. CRM that isn’t embraced. Lots of activity notes, little planning clarity—especially by month, customer, product/type, or segment. Pipeline opacity. Leadership can’t see what’s real, where deals stall, or whether key accounts are expanding or at risk. Siloed planning. Sales, operations, finance, and supply chain aren’t aligned to one forecast and cadence. Resource misallocation. Engineering time, inventory, and production capacity aren’t anchored to a realistic plan. Firefighting culture. Teams react to shortfalls instead of managing variances with visibility and discipline. What GENREV!™ Brings—Right Now, In-House GENREV!™ is a practical framework that your team can run in-house —no heavy IT, no consulting dependency, and no license fees during the beta . It focuses on the essentials that move the needle: Customer-level, month-by-month forecasting. Establish a static yearly plan by month for each account and compare forecast vs. actuals with total transparency. Real accountability and cadence. A simple rhythm for reviewing variances and making course corrections—sales, ops, and finance on the same page. Margin awareness built in. Tie targets to margin expectations so growth and profitability rise together. Risk signaling. Flag critical or monitor accounts so leadership focuses where it matters. Out-of-the-box and user-friendly. Stand it up quickly, keep it lightweight, and use it every week—not once a quarter. Bottom line: GENREV!™ helps improve both top and bottom line by converting “goals” into monthly, customer-specific plans the whole company can follow. Why Timing Matters (and Why This Works) It’s forecasting season. The value of a disciplined framework compounds when you implement it before targets are finalized. The methods behind GENREV!™ have been used in real industrial B2B settings for 30+ years, from field sales to executive leadership. The approach is intentionally pragmatic: less noise, more signal, and a clear line between plan and performance. What a Free Beta Includes No-cost use of GENREV!™ during the beta period. In-house execution (we’ll support as needed, but you own the process). Quick start with clear steps: load customers, set monthly targets, review forecast vs. actuals, and manage variances. Cross-functional alignment without the overhead of big systems or consulting projects. (If you already have a CRM, keep it. GENREV!™ complements CRM by enforcing monthly, customer-level planning and accountability.) Ideal Fit Industrial B2B manufacturers and distributors (others welcome). Existing customer base and at least one salesperson. Lean teams or <$50M revenue where simplicity and speed matter. Desire to align sales, operations, finance, and supply chain on one plan. The Ask We’re opening a limited number of additional beta seats (no cost) for organizations finalizing 2026 plans. Previous Next

Leverage Insights to drive profitable growth. Leverage Insights to Drive Profitable Growth Oct 16, 2025 Now Is the Time: Fix Forecasting for 2026 with a Pragmatic, In-House Approach (Free Beta) It’s mid-October—prime time for 2026 sales forecasts and budgets. If you’ve battled unreliable forecasts, margin erosion, and CRM data that doesn’t translate into month-by-month, customer-level accountability, this is your moment. GENREV!™ is a user-friendly, pragmatic, cost-effective, out-of-the-box framework for forecasting, strategy development, and performance management, proven over 30 years in industrial B2B environments, and available now to a limited number of beta sites at no cost . Read More May 2, 2025 Part 8 of 8 : Forecasting Sales and Gross Margin for Profitable Growth Previously: Part 7 shared how to use SMART goals to build focused, measurable, and executable strategies. Read More May 1, 2025 Part 7 of 8: Crafting SMART Sales Strategies Previously: Part 6 explored how to equip and support your sales team with structure, tools, and collaboration across functions to enable execution. Read More Apr 30, 2025 Part 6 of 8: Equipping and Supporting the Sales Team Previously: Part 5 outlined how to build customer-centric sales plans that reflect real opportunities and company priorities. Read More Apr 29, 2025 Part 5 of 8: Developing Customer-Centric Sales Plans Previously: Part 4 highlighted the importance of aligning sales efforts with your company’s actual ability to deliver. Read More Apr 28, 2025 Part 4 of 8: Matching Customer Needs with Organizational Capabilities Previously: Part 3 focused on segmenting customers and building strategic profiles based on their type, industry, and potential. Read More Apr 25, 2025 Part 3 of 8: Creating Customer Profiles for Strategic Focus Previously: Part 2 explored identifying growth opportunities and declining trends through detailed product and customer-level analysis. Read More Apr 24, 2025 Part 2 of 8: Analyzing Trends and Identifying Opportunities Previously: Part 1 focused on how to gather and structure historical sales data across customers, products, industries, and account types to build visibility and context.https://www.genrev.co/copy-of-the-what-who-why-1 Read More Apr 22, 2025 A Practical Framework for B2B Sales Leadership and Growth (8 Part Series) Part 1 Of An 8-Part Series Based on Real-World Experience Read More Jan 30, 2025 Cold Calling: A Practical Approach for Sales Professionals Insights on Balancing Persistence, Professionalism, and Authenticity in Sales Read More Jan 9, 2025 Top Cold Calling Statistics and Tips for 2024: Overcome Challenges and Boost Sales Success Cold calling is one of the most challenging, yet vital parts of sales. If you’re comfortable with it (let alone successful), you’re in the minority. Read More Dec 31, 2024 Part 3: Developing Targeted Sales Strategies and Monitoring Performance In Part 1 of this series, we explored the importance of historical sales data analysis and the insights it can provide. In Part 2 of this series, we discussed the power of historical sales data. In this final series, let's delve deeper into analyzing trends and identifying opportunities within your sales data. Read More Dec 23, 2024 Part 2: Analyzing Trends and Identifying Opportunities In Part 1 of this series, we explored the importance of historical sales data analysis and the insights it can provide. Now, let's delve deeper into the trends and opportunities revealed by this data. Read More Dec 20, 2024 Multi-Series Article on Industrial B2B Sales Success: Part 1: A Framework for Profitable Growth Over the next few days, we'll be sharing a comprehensive 3-part series on industrial B2B sales leadership. Drawing from our own experiences, we'll share our insights and strategies we hope will help you improve your sales performance. Join us as we delve into the world of industrial B2B sales and let us know if we can help you. Read More Dec 5, 2024 A New Horizon: Preparing Your Business For 2025 The seasons change predictably every year, yet each brings its own surprises. Business operates the same way-seasonal, cyclical, predictable, and unpredictable all at once. Read More Nov 26, 2024 A New Year Is Coming: How Much Time Do You Really Have With Customers? Ever felt like time slips away too quickly? In sales, it's a race against the clock. Picture this: out of 365 days, you're left with a mere 180-200 to work your sales magic amidst life's interruptions. Read More Nov 7, 2024 Beyond New Logos: Winning and Retaining New Business In a quick-win world, discover a fresh approach to sustainable sales growth by leveraging untapped potential in both current and new customer base. Read More Aug 22, 2024 What's in Your Sales Wallet? 4 Questions to Boost Your Performance Read More Jun 4, 2024 Understanding Revenue and Expense: A Key to Empowering Your Sales Team It's a common misconception among salespeople that every dollar in revenue directly translates to a dollar added to the company’s bottom line. Many will disagree with, but time and time again, we have found that salespeople and managers alike, do not truly understand how these 2 areas relate to one another. Read More May 13, 2024 What Is A Customer? Merriam-Webster defines "customer" as: 1. One that purchases a commodity or service. 2. An individual usually having some specified distinctive trait. Re-read #2. A distinctive trait? Read More

Part 6 of 8: Equipping and Supporting the Sales Team Previously: Part 5 outlined how to build customer-centric sales plans that reflect real opportunities and company priorities. As you read on, consider your team’s readiness. What do you do to ensure they have the tools, clarity, and support they need to succeed? I’d love to hear how others approach this. Introduction & Practical Framework Sales success depends on the team’s ability to execute and that depends on leadership. Good people underperform when direction is unclear, or support is lacking. Over the years, I’ve led teams through change, downturns, and growth. In each case, success came from consistent communication, practical support, and a clear sense of accountability-not micromanagement. Support Structure Should Include Defined expectations and KPIs: Everyone should understand what’s expected, how success is measured, and where the focus lies. Regular discussions: Don’t wait for annual reviews. Use regular check-ins to recognize progress, adjust direction, and stay aligned. Training on systems, processes, strategy: Go beyond product specs. Train for how to sell, how to use internal tools, and how to respond to complex customer needs. Tools such as sales reports and literature: Equip your team with up-to-date reporting, customer collateral, case studies, and real-time dashboards. Cross-functional support. No silos: Make sure all disciplines work together; TEAMS win! In a past turnaround effort, we introduced regular check-ins and a shared dashboard between sales and other departments. That simple move surfaced bottlenecks early and helped the entire team stay aligned, restoring confidence, both internally and with customers. Key Takeaway Equipped teams execute. As a leader, your job is to make the plan actionable, provide the tools, and stay close enough to course-correct without hovering. GENREV!™ is built to support team execution through structure, visibility, and accountability, while also encouraging internal collaboration. Question What tools or routines have helped your team stay focused and accountable without feeling micromanaged? Call to Action If you’re leading a team through transition or building one, I'd welcome the opportunity to share practical ways to equip them for success. Coming Up In Part 7, we’ll introduce the SMART framework to bring structure and clarity to your revenue strategy. #SalesEnablement #SalesTeamSuccess #SalesCoaching #LeadershipMatters #TeamPerformance #GENREV Previous Next

Part 3: Developing Targeted Sales Strategies and Monitoring Performance In Part 1 of this series, we explored the importance of historical sales data analysis and the insights it can provide. In Part 2 of this series, we discussed the power of historical sales data. In this final series, let's delve deeper into analyzing trends and identifying opportunities within your sales data. Key Takeaways: Develop Effective Sales Strategies: Create personalized sales plans aligned with your business goals and customer needs. Monitor Performance: Track key metrics and take corrective action to optimize your sales efforts. · Address "At-Risk" Business: Identify and proactively address potential issues Developing SMART Sales Strategies In collaboration with management, develop sales strategies for each account using the SMART principle: Specific: Clearly define the desired outcome or goal. Measurable: Set quantifiable targets to track progress. Achievable: Ensure that the strategy is realistic and achievable given the available resources and constraints. Relevant: Align the strategy with the organization's overall goals and objectives. Time-bound: Establish a specific timeline for implementation and completion. Establishing a Monthly Sales and Profit Forecast In collaboration with management, establish a monthly sales and profit (gross margin) forecast based on historical data, market trends, and strategic initiatives . This forecast should serve as a benchmark for measuring performance and identifying areas for improvement. Implementing a Performance Monitoring Process Develop a process to monitor performance (actual vs. forecasted sales/gross margin) on a regular basis. This will enable you to: Identify deviations from the plan: Quickly detect any variances between actual and forecasted performance—focus on looking forward, not backward. Analyze root causes: Investigate the underlying reasons for performance gaps. Take corrective action: Implement timely measures to address issues and improve performance. Addressing "At-Risk" Business Identify any "at-risk" business and develop specific strategies to address the underlying issues. This could involve: Product repositioning: Re-evaluate the product's value proposition and target market. Pricing adjustments: Consider adjusting prices to improve profitability or competitiveness. Salesforce training: Provide additional training or support to sales representatives. Customer relationship management: Strengthen relationships with key customers to address concerns and improve satisfaction. The Importance of Regular Communication While a CRM process is valuable for tracking customer interactions and managing sales data, regular and direct communication between sales and other departments is essential for fostering collaboration, building relationships, and ensuring alignment with organizational objectives. Want to discuss your specific sales challenges? Please reach out. Final Note While this series has focused on sales and gross margin, it's important to recognize the broader impact of accurate sales forecasting. It's the backbone of organizational planning, influencing decisions in operations, engineering, and finance. Remember, the sales team, often representing only about 5% of an organization's workforce, has a significant impact on the remaining 95%. By leveraging the strategies outlined in this series, you can contribute to the overall success of your company. Previous Next

A Practical Framework for B2B Sales Leadership and Growth (8 Part Series) Part 1 Of An 8-Part Series Based on Real-World Experience This is the first of an 8-part series based on a framework I’ve used throughout my career, as an individual contributor, to leading sales teams and organizations through change, challenge, and growth. Each post focuses on a specific, practical step that turns sales into a structured, strategic function-one that supports sustainable and profitable performance. While this series focuses on sales leadership, I’ll follow it with one centered on business development. Series Overview: Part 1: The Power of Historical Sales Data Analysis Part 2: Analyzing Trends and Identifying Opportunities Part 3: Creating Customer Profiles for Strategic Focus Part 4: Matching Customer Needs with Organizational Capabilities Part 5: Developing Customer-Centric Sales Plans Part 6: Equipping and Supporting the Sales Team Part 7: Crafting SMART Sales Strategies Part 8: Forecasting Sales and Gross Margin for Profitable Growth If you're leading a sales team or trying to align sales with broader business goals, I hope you will follow along, engage, and share your thoughts. Each part stands alone, but together, they build a practical roadmap for better performance. Part 1 of 8: The Power of Historical Sales Data Analysis Here’s Part 1 of my 8-part series on B2B sales leadership. If you didn’t catch the intro, it’s in my previous post and sets the stage for what’s ahead. Introduction & Practical Framework As you read, consider how your team uses historical sales data. Is your review process structured or reactive? We welcome your thoughts. Sales data is like a series of pictures; each one tells a story. When viewed through the right lens, this history becomes more than a report. It becomes insight. It highlights patterns, exposes gaps, and helps focus future efforts. One thing I’ve learned (I’ve learned many things) leading B2B sales organizations is this: success isn’t about knowing every product spec or industry nuance. It’s about structure, accountability, and clarity. Sales leaders lead by process-just like every other business discipline. With AI and analytics evolving rapidly, structure and human judgment matter more than ever. Tools offer visibility, but it’s what you do with the data and how you lead through it that drives results. Key Focus Areas Gather Historical Sales Data by Customer Review customer-level data going back 15 years to capture full business cycles. Include part numbers, product families, and categories if available. Organize and Analyze the Information Sort by: Year, Quarter, Month Product/Part Number, Product Family Industry (e.g., Industrial, Aerospace, Defense, Energy) Customer Type (e.g., OEM, End User, Distributor, VAR) Account Type (e.g., Strategic, Growth, Target, Harvest, Maintenance) Ask the Right Questions What trends stand out? What’s growing or declining? Are there seasonal or external patterns influencing results? Key Takeaway No single action drives performance, but when data is structured and paired with focus and leadership, it becomes a catalyst for action. The result? A more informed, disciplined, and proactive sales effort. This methodology also serves as the foundation for GENREV!™, a program I created to help teams bring structure and clarity to their sales process. Call to Action If this approach resonates with you, I always welcome the opportunity to connect and share how to apply it in your environment. Coming Up In Part 2, we’ll explore how to interpret the story your data tells-identifying growth areas, declining trends, and how to revisit lost business. #SalesData #DataDrivenLeadership #B2BSales #SalesAnalytics #SalesPerformance #GENREV#SalesLeadership #SalesStrategy #RevenueGrowth #BusinessLeadership #SalesProcess #SalesExcellence Previous Next

Don't Just Partner, Build Relationships In this Insight, we explore the shift from transactional engagements to nurturing meaningful connections. Discover how investing in trust, communication, and shared values can transform your business approach. Partnerships can be fleeting; a missed delivery or performance issue can lead to dissolution. In contrast, enduring relationships withstand business's highs and lows through collaboration and commitment. In today's business landscape, distinguishing between partnerships and relationships is crucial. While partnerships are transactional and easily severed, relationships are built on trust and mutual respect, enduring challenges and fostering growth. If you aren't already, we encourage prioritizing strong individual and organizational relationships. Focus on building trust, effective communication, and shared goals to drive mutual resilience, innovation, and loyalty. Let's shift from transactional partnerships to meaningful relationships. By doing so, we lay a foundation for sustained success and impactful collaborations. Are you investing in relationships that stand the test of time? Previous Next

Part 8 of 8 : Forecasting Sales and Gross Margin for Profitable Growth Previously: Part 7 shared how to use SMART goals to build focused, measurable, and executable strategies. As you finish this final part, think about forecasting in your organization. What has and hasn’t worked for you when it comes to building reliable and actionable forecasts? Introduction & Practical Framework Forecasting isn't just a reporting function, it’s leadership. Done right, it informs inventory, hiring, investments, and confidence across the business. I’ve applied forecasting principles consistently throughout my career, both as a sales contributor and as a business leader responsible for results. The structure can vary by organization, but applying a consistent forecasting discipline is what makes it work and keeps it credible. Create Customer-Specific Sales and Gross Margin Forecasts by Considering: Historical sales trends (Are the trends still pertinent going forward?) Organizational strategy and active pipeline Product mix, pricing, and COGS Market knowledge and customer-specific insights Supply constraints and broader market shifts And be sure to monitor regularly and adjust accordingly. Key Takeaway A solid forecast gives your business the confidence to move. And when it’s consistently managed, it becomes one of your most reliable tools. Forecasting, both in sales and gross margin, is a core feature of GENREV!™, designed to improve accuracy and drive alignment. Call to Action If you’re looking to improve how you forecast-not just report, I always welcome the opportunity to share what’s worked in real-world environments. Series Wrap-Up Thank you for following along with this 8-part series. If any part resonated with you, or if you’re ready to explore a more structured approach to sales leadership and performance, I’d be happy to connect and discuss how this framework might help your organization. #SalesForecasting #MarginManagement #B2BSalesLeadership #FinancialStrategy #ProfitableGrowth #GENREV Previous Next

What Is A Customer? Merriam-Webster defines "customer" as: 1. One that purchases a commodity or service. 2. An individual usually having some specified distinctive trait. Re-read #2. A distinctive trait? A friend sent this photo he took at a customer’s location. It featured a quote by Kenneth B. Elliott: “A customer is the most important visitor on our premises. He is not dependent on us. We are dependent on him. He is not an interruption in our work. He is the purpose of it. He is not an outsider in our business. He is part of it. We are not doing him a favor by serving him. He is doing us a favor by giving us an opportunity to do so.” We can’t count the number of times we've heard grunts, groans, complaints, and disrespect towards customers. Remember: Without customers, there are no sales. Without sales, there is no business, and without a business…NO JOB! We all have our moments, but let’s think about this. Customers are human, and like snowflakes, no two are alike. They even have quirks, just like you and me. They buy for various reasons, and it’s your responsibility to understand why and how to help. If you or someone in your organization has a problem customer, ask yourself: Why are they a problem? Do I/we offer what they need? Can I/we meet their expectations? Is it the individual, company, or both I/we am/are struggling with? What can I/we do to improve the experience? Am I/we the problem (be honest)? Instead of complaining, ask these questions. Maybe it's not a good fit. Do you let them go or manage them differently? If you or anyone in your organization has a bad attitude, fix it, or the customers will eventually go away. Previous Next

What's in Your Sales Wallet? 4 Questions to Boost Your Performance We've all heard the Capital One commercial, "What's in your wallet?" In sales, it's a similar question. Are you equipped with the right strategies and tactics to succeed? In today’s business environment, customers and suppliers alike have more information at their fingertips and the selling and buying process is more complicated due to multiple (4 or more is not uncommon) people involved in the decision-making process. For most, you are into H2 and likely pondering (and discussing) how the year will end. Along the lines of Capital One, what’s in your plan? We’ve had the opportunity to speak with a number of business leaders recently about sales and without exception, those conversations are the same - we need to do better. When they inquire with their sales team, common responses include: · Emails were sent (no direct contact attempts). · Our customers are happy with us (don’t know what their potential is). · We still have a few months to go (no plans though). · Crickets (they don’t have feedback). Here are some ideas that have helped us as both an individual contributor and leader. Perhaps they can help you? Key Questions and Solutions: Know Your Roots: Where has your business been coming from? Analyze historical data to identify trends and opportunities. Look Beyond the Sale: For engineered/made-to-order products, consider: Upgrades and Enhancements: Offer customers options to upgrade or enhance their existing products. Maintenance and Servicing: Provide maintenance contracts or repair services to generate recurring revenue. Cross-Selling and Up-Selling: Suggest complementary products or services to increase the overall value of the sale (and your organization). Know Thy Customers: Understand their current needs and challenges. Ask, don't assume. Plan For the Future: Develop strategies for long-term growth and become your customers' go-to person. Hopefully these ideas help put more in your wallet. Need More Help? If you or your organization would like help with these strategies, please reach out. We’re happy to share our experience and insights. Previous Next

A New Horizon: Preparing Your Business For 2025 The seasons change predictably every year, yet each brings its own surprises. Business operates the same way-seasonal, cyclical, predictable, and unpredictable all at once. While the weather may be beyond control, preparation can make all the difference. As 2024 winds down, businesses are looking ahead to 2025. Budgets are being finalized, strategies are being outlined, and forecasts are under scrutiny. But here’s the question: Are sales forecasts getting the same strategic attention as expenditures? A great sales forecast is more than a number-it’s a strategic tool that aligns vision with action. At GENREV!™, we believe forecasting should be purposeful, actionable, and built to drive results. Forecasting Done Right: The SMART Approach Forecasting isn’t about guesswork-it’s about strategy. That’s why GENREV!™ incorporates the SMART principle into every forecast: Specific : Forecasts broken down by customer, identifying expected contributions to sales and gross margins, mapped monthly. Measurable : Clear metrics that ensure accountability and transparency-you can’t manage what you can’t measure. Attainable : Realistic goals backed by actionable strategies to drive success. Relevant : Alignment with broader business objectives to ensure resources are focused on high-impact opportunities. Time-bound : Defined timelines for monthly, quarterly, and annual goals, creating better cash flow planning and predictability. Many businesses struggle to achieve this level of precision in their forecasts, often due to over-reliance on instincts, insufficient data, or misaligned goals. This is where GENREV!™ steps in. How GENREV!™ Can Help GENREV!™ is a sales forecasting and performance platform designed specifically to help B2B companies overcome these challenges. The platform simplifies forecasting, aligns strategies with SMART principles, and provides deep insights into sales pipelines and high-value opportunities. To mark the final development phase of GENREV!™, we are offering businesses the opportunity to participate as beta partners -completely free of charge. This exclusive opportunity provides early access to the platform while helping shape it to meet real-world business needs. Looking Ahead to 2025 As businesses prepare for the year ahead, GENREV!™ encourages leaders to ask critical questions: What does the horizon look like? What opportunities and challenges lie ahead? Are changes anticipated? Is the organization prepared to adapt to evolving markets and customer needs? Is the team equipped to succeed? Do they have the tools and strategies to achieve results? The business landscape is always evolving, but preparation remains the constant key to success. With GENREV!™, companies can face 2025 with confidence, clarity, and a strong plan for growth. Prepare for a Clearer Horizon GENREV!™ seeks to help businesses build a more strategic and actionable future. Join us as a beta partner and be part of shaping the future of sales forecasting. Together, let’s make 2025 your most successful year yet. Previous Next

Beyond New Logos: Winning and Retaining New Business In a quick-win world, discover a fresh approach to sustainable sales growth by leveraging untapped potential in both current and new customer base. In today’s marketplace, the pressure is on for instant results, often equating “new business” with “new logos" - new customers acquired quickly. While there’s no denying the value of adding fresh accounts, this “have now” thinking often misses the bigger picture. A sustainable approach to new business considers the full potential of existing relationships, lost opportunities, and strategic growth over time. Here are five prioritized steps for sustainable new business that balance long-term success with immediate opportunities, with each step supported by GENREV!™ - a tool designed to streamline forecasting, identify growth potential, and guide effective strategies: Evaluate the Potential of Your Current Customer Base: If you’re not capturing 100% of your existing customers’ business, this is your easiest and most profitable source of “new business.” GENREV!™ provides insights into annual and monthly forecasts, potential growth, and opportunities within your current customer base. Through periodic reviews of these forecasts and strategies with your team, GENREV!™ helps ensure follow-up on high-impact opportunities. Recapture Lost Business: What business from existing customers have you lost, and what former customers might be ready for a comeback? Reviewing historical sales data, as facilitated by GENREV!™, reveals forgotten opportunities and enables strategic re-engagement. Regular reviews of progress toward these goals, aided by GENREV!™ insights, keep these recapture efforts focused and consistent. Target Your Customers’ Competitors: If your current customers are facing challenges, their competitors likely are too - and your experience gives you a head start on solutions. GENREV!™ helps segment and analyze similar customer profiles, identifying industry-specific challenges that align with your strengths. Through management-led discussions, GENREV!™ supports strategic targeting of these competitor accounts, though outreach and follow-up remain manual. Leverage Customer Referrals: Ask your customers for referrals to their contacts and follow through with outreach. Updating the customer who referred you is a simple act of courtesy that builds trust and goodwill. GENREV!™ helps you set referral goals and measure their impact on overall growth, while tracking and follow-up require direct interaction. Explore New Markets and Prospects: Pursuing fresh markets or entirely new customers is the long game. With GENREV!™, you can plan strategies and forecast potential growth in these new markets. Though outreach efforts require manual tracking, GENREV!™ provides a framework to align these initiatives with the company’s overall goals. Whatever step you’re taking, remember: fail fast. It’s okay to move on from an opportunity when it’s clear the fit isn’t there. GENREV!™ helps you focus on strategies, performance against forecast, and overall progress to ensure sustainable growth. Each step, guided by GENREV!™, builds a foundation for sustainable growth and lasting customer relationships. Here’s to profitable, impactful selling! Previous Next

Part 7 of 8: Crafting SMART Sales Strategies Previously: Part 6 explored how to equip and support your sales team with structure, tools, and collaboration across functions to enable execution. As you review this next section, think about how your organization defines strategy. Are goals clear and actionable? Do your team members know what they’re working toward and how success will be measured? Introduction & Practical Framework Strategies often fail not because they’re wrong, but because they’re vague. SMART goals give structure to strategy by turning broad ambitions into focused, measurable actions. I’ve applied the SMART method across a range of initiatives, from account development to pricing resets to team performance plans. In every case, the structure brought clarity, accountability, and alignment. SMART Framework SMART strategies connect big goals to day-to-day action. When applied with intent, SMART goals help teams and leadership move in the same direction. Each goal should be: Specific – What exactly needs to be achieved? Measurable – How will progress or success be tracked? Achievable – Is the goal realistic based on current resources and constraints? Relevant – Does it support broader organizational priorities? Time-Bound – When will it be completed or reviewed? Where to Apply It The SMART approach works across all levels and functions. Use it to: Focus account development efforts. Shift sales mix or product emphasis. Improve margin discipline. Guide individual performance and coaching plans. Align cross-functional goals between sales, marketing, ops, and leadership. Key Takeaway SMART strategies create clarity, alignment, and accountability, ensuring strategic goals translate into day-to-day execution. The SMART methodology is embedded in GENREV!™, enabling leaders and teams to define, track, and adjust strategies in real-world terms. Question How are you currently aligning team efforts with broader business goals? What’s a SMART goal you’ve used or could use, to bring more clarity to your strategy? Call to Action If your sales goals feel disconnected or difficult to act on, I’d welcome the chance to share how SMART structure has helped teams I’ve led gain focus and drive results. Coming Up In Part 8, we’ll close the series by focusing on how to forecast both sales and gross margin to drive confident decisions and long-term profitability. #SMARTGoals #SalesStrategy #SalesExecution #StrategicSelling #GoalSetting #GENREV Previous Next