Find the Leak, Fix the Revenue!

Who might benefit from this service?

If you know revenue is underperforming but aren’t sure why, the RevIQ Assessment finds the answer. Through data analysis, interviews, call reviews, and ride-alongs, we diagnose what’s working and what isn’t – then hand you a clear, prioritized plan to fix it. The assessment is built for organizations that recognize the need to transform their sales strategy/methodology as business is suffering, customers are churning, and account executives are seeking alternative employment.

The Dean Street Advisors’ approach is designed to work with the sales leadership, not against them. The intention is to allow the sales organization to maintain focus on operational responsibilities while providing valuable input throughout the process.

What outcomes can I expect?

The RevIQ Assessment will result in a prioritized list of detailed recommendations that weight value against resources (both time and money). Once implemented, the recommendations will drive revenue growth (new logos and expansions), improve customer retention, and strengthen employee satisfaction.

What is the scope of work?

The RevIQ Assessment is an 8-week sprint that covers every aspect of a sales organization and adjacent, supporting functions. The methodology includes data analysis, interviews, and “ride-alongs” to various internal and external meetings.

The recommendations are intended to be immediately actionable though some may require investment or support from a 3rd party. Each recommendation will be categorized into one of the following areas.

What does the execution plan look like?

The specific plan, including the overall duration, will vary by client. However, the approach below is representative of the tasks and timing that will be executed for the RevIQ Assessment service offering.

• Week 1:
  • General Discovery & Data Collection (e.g. ICP, boilerplate sales materials, territory alignment, incentive compensation plan, marketing plan, etc.)
  • Data Analysis
• Week 2:
  • General Discovery & Data Collection, cont’d
  • Data Analysis, cont’d
  • Management Interviews (Sales, Business Development, Sales Operations)
  • Analyze Sales Calls Recordings
• Week 3:
  • Deliver Summary of Discovery with Initial Findings^*
  • Management Interviews (Account Management/Customer Success, Partnerships)
  • Attend Weekly Sales Team Meeting
  • Account Executive Interviews (Top Sellers)
  • Sales Survey Development
  • Analyze Sales Calls Recordings, cont’d
• Week 4:
  • Management Interviews (Marketing, Finance)
  • Sales Survey Distribution*
  • Account Executive Interviews (Top Sellers), cont’d
  • Review/Discuss Initial Findings
  • Analyze Sales Calls Recordings, cont’d
• Week 5
  • Attend Quarterly Business Review
  • Conduct Deal Reviews & Post Mortems
• Week 6
  • Sales Survey Collection & Analysis
  • Attend Weekly Sales Team Meeting
  • Conduct Deal Reviews & Post Mortems
  • Analyze Sales Calls Recordings, cont’d
• Week 7
  • Summarize & Deliver Survey Results^*
  • Develop Prioritized List of Recommendations (Value vs. Resources)^*
• Week 8
  • Conduct Final Readout & Discuss Next Steps

^*Deliverables
Internal Meetings

What is the commercial arrangement?

The Dean Street Advisors consultant will conduct the RevIQ Assessment as a fixed-fee offering. The consultant will allocate 16 to 24 hours per week to the effort with dedicated time periods each week in alignment with the client’s schedule.