The Drury Advisors’ Revenue Readiness Assessment takes an in-depth look at your operational readiness to execute against the strategic plan:
Revenue Planning: Do all resources share goals and invest resources based on your revenue plan? Is there a clear understanding of targets by market tier, and is the mix of new logo bookings, installed base expansion, and customer retention well documented?
Buying Scenarios: What are the primary buying scenarios you see in your target markets? Is there a clear sales process and a set of sales plays, assets, and tools for each scenario? Are key buyer personas defined? Do you have buyer-specific messages and assets in place for each persona?
Performance Management: Is there a standard set of tools, schedules, and policies for pipeline and forecast management and reporting? Are dashboards for required KPI’s accurate and used to drive business reviews? Are managers trained on the relevant processes and coaching skills to ensure the success of their team?
Productivity Support: What is the current structure and capability of your Revenue Operations (Sales, Marketing, and Customer Success) teams? Is there a formal Sales (or Revenue) Enablement function in place today? How are corporate legal, finance and admin functions aligned to the revenue generating team?