Revenue “Attribution” vs “Contribution” and Why Smaller Companies Are Having to Raise Their Sales Management Game

Episode 85 features a unique conversation between Mike and his
friend, Greg Stanley, who specializes in helping small and
medium-sized companies unlock growth potential by optimizing
their revenue function and increasing valuation.


Greg founded Accelerant Consultants after a long, successful
stint at one of the Big 4 firms. 


This dialogue touches on foundational sales management topics
including getting the right people in the right jobs, ensuring
that the sales deployment model aligns with the corporate
strategy, and that the compensation plan supports (instead of
hinders) the c-suite’s strategic objectives. 


Greg also shares how private equity firms are moving downstream
and adding much smaller businesses to their portfolios is
changing the competitive landscape and forcing small company
leaders to become more sophisticated sales managers. And finally,
he makes the strong pitch that management should be taking a hard
look at a salesperson’s  “revenue contribution” rather than
simply looking at “revenue attribution.”


RESOURCES MENTIONED IN THIS EPISODE:


Accelerant Consultants


Greg on LinkedIn


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This episode is sponsored by Pursuit Sales Solutions. If you are
looking for help adding A-player talent to your team, contact
Mike’s friends at pursuitsalessolutions.com/weinberg