Achieving Top-Line Growth
One of the biggest challenges our clients face is achieving the top-line growth that dictates their company’s health and future. Regardless of strategy, at the end of the day top-line growth comes down to behavior, execution, and successfully promoting discretionary performance by employees in the areas that count.
Who Drives Your Company’s Business Performance?
A colleague of ours was brought in to turn around a company that was on the verge of bankruptcy. This organization’s top-line growth figures were so dismal that he immediately called an employee meeting to get a read on the situation. The first question he asked was, “How many people in this room are in sales?” Three people raised their hands. He responded, “Next time, I want to see everyone’s hand go up, because every single one of us contributes to and is responsible for driving sales performance.”
Our associate understood that it would take much more than a show of hands and a brief statement from him for employees to internalize and act upon this message. Steps had to be taken to change internal behaviors and ensure that his team was properly focused and aligned to promote profitability.
Behavioral Changes Make the Difference
Everyone in your organization plays a role in driving performance; growth emanates from the core of your business outward. All of this requires a sales team and leaders that are well-aligned, motivated and are employing methodologies that earn long term results.
How comfortable are you that all members of your company’s management team are properly focused on the practices that truly drive sales growth? If you’re not certain, you’re not alone. Some of the most recognizable names in business today have engaged CLG to address that very issue.
These clients came to us because they recognized that identifying the problem is just the first step. The harder work is determining the proper course of action to bring about behaviors that drive results. This is where CLG’s expertise in Applied Behavioral Science makes the difference.
CLG will assist you in pinpointing the essential behaviors that have the biggest impact on top-line sales growth. After we identify your company’s barriers to success, we work with you to create a road map that focuses on new, improved behaviors that will generate desired results. This road map shows you how to consistently get the right balance of motivators and drivers in place to build and sustain high performance.
Track Your Leading Indicators
One of the most reliable ways to ensure top-line growth and profitability is to track the key measures that indicate the health of your brands or business units, focusing on measures that are tied to sales performance. These measures become the criteria against which organizational performance can be tracked and desired behaviors identified and encouraged.
CLG’s Performance Catalyst®
Through implementation of our Performance Catalyst® process, CLG can help your organization identify and develop the behaviors that help drive top-line growth.
This powerful leadership process aids in aligning critical work behaviors to reach targeted results. During its implementation, consultants share their objective assessment of your group’s:
- Performance improvement potential
- Leadership gaps
- Change readiness
- Realistically attainable paybacks
When applied, the process activates and sustains behaviors that build greater success at each level of your organization. As the behaviors of your top leaders, managers, and front-line employees are aligned to your targeted business results, your organization flourishes.
Learn more about CLG’s Performance Catalyst® process here.