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18 items found for ""

  • What Is A Customer?

    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

  • Guides

    Leverage Insights to Drive Profitable Growth ​ Sales Index Card Test Unlock the potential of focus with our Sales Index Card Test. By assessing account management, it fosters self-realization, aiding individuals and organizations in optimizing their efforts for greater effectiveness. Read More ​ Unveiling the 180-Day Sales Puzzle: How Much Time Do You Really Have? 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 ​ Do You Suffer From The BECAUSE FACTOR™? Explore strategies to navigate the ever-changing landscape of sales with insights into the perplexing force known as the Because Factor™. Learn how to empower your business and overcome challenges for sustained growth. Read More ​ 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. Read More ​ 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 ​ 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 ​ 7 Key Elements To Successful Sales Forecasting In the dynamic world of sales, the ability to forecast with precision is a crucial skill. Effective sales planning not only navigates the uncertainties, but also paves the way for success. Sales forecasting helps companies predict what future sales will be, enabling them to make accurate plans and more informed business decisions. Dive into the following seven steps, each meticulously crafted to guide you towards a more efficient and effective sales forecasting process. Read More

  • The What & Why | GENREV!

    What (it is) & Why (use it) Sales forecasting is essential for companies to predict future sales, enabling accurate planning and informed decision-making. However, many organizations struggle with sales planning and forecasting predictability, impacting critical areas like revenue, profitability, predictability, and resource allocation. ​ Broad Benefits of GENREV!™ for Any Industry Sales forecasting and strategic sales planning are essential for organizations across industries to achieve sustainable growth and profitability. GENREV!™ offers versatile solutions that can benefit businesses in various sectors: Revenue Growth and Market Penetration: Achieve increased market share and customer acquisition through product and customer diversification. Profitability Enhancement: Identify and prioritize high-margin opportunities to maximize profitability. Operational Efficiency: Streamline processes, eliminate inefficiencies, and optimize resource allocation for improved productivity. Customer Satisfaction and Loyalty: Align value propositions with customer needs to foster long-term relationships and loyalty. Strategic Business Development: Develop and implement actionable sales strategies based on real-time insights and measurable objectives. Why Choose GENREV!™? GENREV!™ is a dynamic Sales Resource Management tool designed to empower businesses across industries. With GENREV!™, you can: Gain a deeper understanding of customer relationships and market dynamics. Implement intelligent sales strategies tailored to your specific business objectives. Drive measurable results and sustained profitability through strategic sales planning. Unlock Your Business Potential with GENREV!™ Experience the transformative impact of GENREV!™ on your organization's sales performance and operational efficiency. Schedule a demo today to discover how GENREV!™ can accelerate your business growth and success.

  • GENREV!™ | sales forecasting

    About GENREV!™ Imagine having a solution that not only transforms your sales performance but is crafted by someone who truly understands the ins and outs of business. Meet Chuck Kitchen , the visionary behind GENREV!™ – a game-changing sales resource management program designed to revolutionize how organizations approach sales forecasting and performance management. The Visionary: Chuck Kitchen Chuck is not your average business professional. With a wealth of experience spanning U.S. industrial manufacturing and distribution, he has navigated the corridors of large multinational corporations, regional enterprises, and local businesses. From field sales to executive leadership, his journey includes successfully steering companies through economic downturns and actively contributing to various company and association boards. ​ But what truly sets him apart is his deep-rooted understanding of business disciplines gained from interacting with thousands of diverse professionals. Fueled by real-world experiences and the need for a more practical, cost-effective solution, Chuck conceived GENREV!™ to empower organizations like yours to achieve remarkable sales results. How GENREV!™ Works GENREV!™ isn't just another software program; it's a culmination of Chuck's insights and expertise tailored to address common sales challenges: Reliable Forecasting: Gain confidence in your sales forecasts with detailed customer-specific insights and profitability metrics. Streamlined Processes: Say goodbye to manual inefficiencies. GENREV!™ optimizes your sales processes, saving you valuable time and resources. Focused Strategy: Set clear objectives, timelines, and measurable metrics to drive profitable growth and empower your sales team. Why Choose GENREV!™? Real-World Experience: Grounded in practical application and proven methodologies. User-Friendly Design: Easy-to-use interface that empowers stakeholders at all levels. Profit-Driven: Aligns with your organization's profit goals, providing actionable insights for strategic decision-making. Ready to Elevate Your Sales Strategy? Take the first step towards transformative sales performance. Schedule a personalized demonstration with Chuck and discover how GENREV!™ can unlock new opportunities for your organization.

  • 7 Key Elements To Successful Sales Forecasting

    7 Key Elements To Successful Sales Forecasting In the dynamic world of sales, the ability to forecast with precision is a crucial skill. Effective sales planning not only navigates the uncertainties, but also paves the way for success. Sales forecasting helps companies predict what future sales will be, enabling them to make accurate plans and more informed business decisions. Dive into the following seven steps, each meticulously crafted to guide you towards a more efficient and effective sales forecasting process. As we transition to the first step, let's explore how understanding your historical data can unveil valuable insights into the future of your business. 1. History: While history is not indicative of the future, it can provide insight since some portion of your business will repeat year-over-year. Consider: What business is consistently YOY and what does the future of that business look like? What business tapered off (or no longer exists)? Does your customer still have demand? Are there spikes in business that won’t or haven’t repeat(ed)? Now , let's delve into the second crucial aspect of successful sales forecasting: Customer Insight. To truly understand the future, let's start with the customer. 2. Customer Insight: If you have not already done so, ask your customer: Are they happy with you and your company? What is their business outlook? What portions of their business will be up, flat or down in the year ahead and how does that correlate to your existing business? NOTE: Do NOT assume when they say something such as, “Our business is/will be up 5%”, that 5% applies to your business. Know the product mix; Where are the products you supply used in their process and correlate that to exactly how their product mix will impact yours. They might be up 5% in certain areas, while the areas using your products are/will be down 5%! What other business exists and what would it take to secure it (ask this specific question. Do NOT ask open-ended question such as, “Could we quote or get the business?” You might be thinking great, now we can get going. Not quite. Let's evaluate your organization's capabilities and how to match them the unmet needs and opportunities of your customers. 3. Company Issues & Objectives: If your organization is going through change, how might this impact your sales efforts? If you are a leader, be sure to clearly communicate the company’s goals, objectives and expectations. Aligning the sales effort with the rest of the organization is crucial, so be sure everyone is on the same page. If you are directly responsible for customers, be sure your sales plans support company objectives. Next, we consider the competitive landscape (think SWOT). 4. Competitive landscape: If your organization is not ready to compete, don't have blind optimism. A few key areas that come to mind are: Product: Do you have what the customer needs? Is it one, multiple or a total product offering? Quality: People buy based on perceived value and quality is given. Don’t come up short. Price: Can you be competitive? Support: Do you have the supply chain, customer service, technical and other forms of support the market demands? Remember to continuously monitor and adapt to remain competitive. Of course, you need tools in your toolbox to help customers solve their issues. 5. Tools: How will you implement and manage your progress? Do you have sales and marketing materials? Do you have a proactive sales process for planning and monitoring for necessary adjustments? Remember: "If you fail to plan, you are planning to fail" (Ben Franklin) and “What gets measured gets done”. OK, now were are ready? Not exactly. How are you going to accomplish everything? 6. Strategy: Now, it's time to turn your insights into a concrete plan. Outline your strategy for each account, specifying the actions needed, who will carry them out, and when. This step serves as a catalyst for internal discussion, making your strategy even more robust. You are NOT done. You've laid everything out and you are in a forward-looking mode now. No time to take your foot off the gas. No need to look in the rearview mirror-look ahead, through the windshield. 7. Monitor & Adjust: Reviewing sales performance (and backlog) weekly. If you are up, why? If you are down, why? If you don't know, find out. Don't wait until month/quarter/year-end; it will be too late! Back to the strategies you established. Are you on track? Maybe this explains your current sales performance? Perhaps you need to adjust your strategy? Remember, you are a forward-looking sales organization, and like sales numbers, addressing any issues now is far better than waiting until.....you got it, it's too late. As you conclude your journey through these seven steps, remember that successful sales forecasting isn't just a process; it's a mindset. By incorporating these steps into your planning, you're not only aligning with your company's objectives, but setting the stage for repeatable success. Keep your focus on the road ahead. Successful sales forecasting is not just about analyzing the past; it's about steering confidently into the future. If you're seeking further guidance, explore the GENREV!™ process-a pragmatic solution designed to elevate your sales and financial insight across all levels of your organization. Previous Next

  • Understanding Revenue and Expense: A Key to Empowering Your Sales Team

    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. This oversimplified view overlooks the reality of initial sales costs and numerous other expenses. By investing time to educate your sales team on how revenue translates to profit, you can foster a deeper sense of ownership and performance excellence. Here’s how to achieve that: Break Down Revenue and Gross Profit: Illustrate the concepts of revenue, gross profit percentage, and gross profit dollars. By showing real-world examples, salespeople can see how their efforts contribute to gross profit, which is a crucial metric for the company’s financial health. Income Statement Overview: Provide a detailed walkthrough of an income statement. Highlight various expense categories and explain what they represent. This clarity helps salespeople understand the broader financial landscape of the company. Net Profit Calculation: Demonstrate how net profit is derived from revenue after accounting for all expenses. Comparing net profit to revenue offers a realistic picture of the company’s profitability. Impact of Variations: Use examples to show how changes in revenue, gross profit percentages, and expenses impact overall profit. This helps salespeople see the direct effect of their performance on the company’s financial outcomes. When your sales team comprehends these aspects, they will be more motivated and capable of driving better results for themselves and the organization. Think of it as the difference between giving someone a fish and teaching them to fish. Equip your salespeople with the knowledge they need, and they will not only thrive in their roles but also contribute significantly to your company’s success. Previous Next

  • Do You Suffer From The BECAUSE FACTOR™?

    Do You Suffer From The BECAUSE FACTOR™? Explore strategies to navigate the ever-changing landscape of sales with insights into the perplexing force known as the Because Factor™. Learn how to empower your business and overcome challenges for sustained growth. Do you find yourself wondering why some businesses experience fluctuations in sales seemingly beyond their control? Welcome to the world of the Because Factor™ – a phenomenon where business comes and goes without direct influence. In this article, we explore strategies to address this perplexing force and empower businesses to navigate the dynamic landscape of sales successfully. As we delve into understanding the Because Factor™, it's crucial to connect this phenomenon with the fundamental principles outlined in our guide, 7 Key Elements To Successful Sales Forecasting. By examining year-over-year business trends, we can uncover insights into the dynamics of this perplexing force. Have you considered (and evaluated) how much of your business you have and will continue to enjoy because you are the incumbent supplier? That’s the Because Factor™ at its core; your business will go up and down because your customer’s business goes up and down. While you can’t control it, let’s explore some ways you can mitigate its impact on your business, both short and long-term. Now, let's explore some ways to mitigate the Because Factor™. The table outlines 6 steps you can take, prioritized to address this challenge. The following table outlines, in order of preference, 6 strategic steps designed to mitigate the impact of the Because Factor™ on your business. Sales Strategy Target Audience Cross-selling existing products/services to existing customers not currently buying from you. Existing customers not currently buying from you and offering them additional or complementary offerings. Selling new products/services to existing customers Existing customers, leveraging your relationships Selling existing products/services to new customers within existing markets New customers within existing markets, expanding customer base and market share Upselling existing products/services to current customers Existing customers, offering upgrades or enhancements for additional value Selling existing products/services into new markets New markets where your current products/services have potential Selling new products/services into new markets Entirely new customers and markets for expansion Additionally, the following strategies, when appropriately applied, can differentiate you from competitors, while helping your customers solve their problems, increase revenue, market share and profits and improve relationships: Bundle Products/Services: Create packages or bundles of products/services to offer customers cost savings or added convenience. Diversify Product/Service Offerings: Introduce new variations or extensions of existing products/services to meet different needs within your customer base. Strategic Partnerships or Collaborations: Explore partnerships with other businesses to jointly offer products/services or access new markets. Customer Incentive/Retention Programs: Develop programs to retain existing customers through rebates, exclusive offers, or personalized services. Ready to overcome the Because Factor™ and take your business to new heights? Explore the GENREV! ™ process and discover tailored solutions that simplify your pipeline, focus on growth opportunities, and separate you from the competition. Previous Next

  • Sales Index Card Test

    Sales Index Card Test Unlock the potential of focus with our Sales Index Card Test. By assessing account management, it fosters self-realization, aiding individuals and organizations in optimizing their efforts for greater effectiveness. Welcome to the Sales Index Card Test, a comprehensive tool designed to assess the effectiveness of your salesforce and ensure alignment with corporate objectives. To conduct the GENREV!™ Sales Index Card Test™, simply distribute 3" x 5" blank index cards to your sales team and while observing and being supportive, pose the following questions one at a time: 1. Consistency of Knowledge: Was everyone able to answer questions 2-5 as well as they did question 1? 2. Clarity of Corporate Objectives: Has corporate management clearly conveyed the objectives of the company? This is the old school, “top down” process. Have you truly conveyed the message and needs to all and is it fully understood? 3. Alignment with Company Objectives: Do the actions of the sales force (individually and in aggregate) support the company objectives? Do the individual sales professionals have objectives utilizing the SMART (specific, measurable, attainable, relevant, and time-bound) concept? 4. Resource and Training Adequacy: Does the sales force have the necessary training and tools to perform their job AND manage their performance? Many business leaders believe their people have everything they need. We recommend asking the sales force this question as well as what they need to improve their performance and being open-minded (encourage the heart). Included in this are having the tools/reports to measure performance and support dialogue on this performance. If the results of the Sales Index Card Test indicate areas for improvement, please don't hesitate to contact us to discuss our GENREV!™ program and how it addresses these and other pertinent issues. Let's embark on this journey of evaluation and enhancement together, ensuring your salesforce is equipped to excel and drive the company towards its goals. Previous Next

  • SalesSnippets

    Here are some brief reminders to support your sales efforts THE OPPORTUNIST Read More

  • Don't Just Partner, Build Relationships

    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

  • Unveiling the 180-Day Sales Puzzle: How Much Time Do You Really Have?

    Unveiling the 180-Day Sales Puzzle: How Much Time Do You Really Have? 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. In our recent article, 7 Key Elements To Successful Sales Forecasting , we delve deep into the importance of strategic planning. But here's the challenge: with just 180 - 200 days, how do you make every moment count? Curious about your remaining time? Here is what you will discover it in just 10 seconds with our quick 7-field form: Generally speaking, sales professionals have approximately 6 months each year to maximize revenue generation, making strategic planning and efficient time management crucial for success. Recognizing the impact of summer vacations, graduations, weddings, and other seasonal events, it's advisable to aim for achieving 60% of your yearly sales forecast by mid-year. This buffer helps offset potential dips in productivity during the summer months. Stay mindful of upcoming holidays throughout the year, as they can affect business operations and customer availability. Adjust your sales strategies accordingly to navigate these periods effectively. Develop and implement sales strategies that align with the limited timeframe available, ensuring they are agile and adaptable to changing circumstances. Regularly monitor performance metrics to identify areas for improvement and capitalize on opportunities within this timeframe. Consider your sales cycle and lead times when forecasting actual shipments, integrating this information into your sales planning process. Prioritize activities based on their impact on revenue generation, leveraging the insights provided to optimize resource allocation and maximize efficiency. Understand the breakdown of workdays in the year, with 2024 offering a total of 251 workdays. Take into account weekends and federal holidays when planning sales activities, recognizing the variations in workdays per month to effectively allocate time and resources. Don't let the calendar dictate your destiny. Take control of your sales journey today. GENREV Time Mgt Form .xls Download XLS • 64KB Previous Next

  • Guides

    Feel free to take advantage of our guides to help you Generate More Revenue Profitably ​ Unveiling the 180-Day Sales Puzzle: How Much Time Do You Really Have? 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 ​ Sales Index Card Test Unlock the potential of focus with our Sales Index Card Test. By assessing account management, it fosters self-realization, aiding individuals and organizations in optimizing their efforts for greater effectiveness. Read More ​ Do You Suffer From The BECAUSE FACTOR™? Explore strategies to navigate the ever-changing landscape of sales with insights into the perplexing force known as the Because Factor™. Learn how to empower your business and overcome challenges for sustained growth. Read More ​ 7 Key Elements To Successful Sales Forecasting In the dynamic world of sales, the ability to forecast with precision is a crucial skill. Effective sales planning not only navigates the uncertainties, but also paves the way for success. Sales forecasting helps companies predict what future sales will be, enabling them to make accurate plans and more informed business decisions. Dive into the following seven steps, each meticulously crafted to guide you towards a more efficient and effective sales forecasting process. Read More

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