Mark Osborne, MBA, CEPA®Enterprise Value Revenue Systems for B2B founders who want to break through revenue roadblocks, Modern Revenue Strategies · Agent Evers - Mark Osborne's agentic tool for building Enterprise Value Revenue Systems for B2B companies from $2M to $20M

Are You Running Sales Without a Plan?

14 Feb 2025 · 1 min

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In this opening segment of Mark Osborne’s presentation, he contrasts sales management in large corporations with that in small and medium-sized businesses (SMBs). He identifies the most damaging problem for SMBs: the lack of concrete sales goals. While companies may have a vague revenue figure in mind, they often fail to break that figure down into specific growth targets for each product or service line and then assign measurable objectives to individual salespeople. This disconnect prevents focused execution and hampers revenue growth.

Chapters

Obviously there is a huge difference between how to run sales in a corporation versus in a small and medium business. I would say that there are several issues and the most offensive one is the lack of sales goals. So companies operate without specific sales goals to the level that they have to be. Maybe they have a revenue number in their head, but this revenue number does not translate in assigning specific growth targets to their portfolio of products or services and then assigning that target to salespeople.