Definition: Velocity is a measurement of the rate and direction-of-motion of an object. To increase revenue velocity, you must therefore, increase both the speed at which you book revenue and the amount of revenue booked–and, of course, you need to ensure that revenue is headed in the right direction…that is, up. Sales leaders use numerous methods for increasing the velocity of revenue, including sales training, sales coaching, and sales process improvement.
In this ebook, we’ll be talking about 7 methodical approaches to increasing revenue velocity. At first glance, you might draw a conclusion that we’re throwing technology at the problem. Indeed, six of the 7 methodical approaches are centered on cloud-based sales solutions. On the contrary technology, in a vacuum, is never the answer. Technology is the platform that supports the processes that in turn increase the efficiency and effectiveness of your people. In other words technology does not stand on its own. And neither do the other two categories.