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Accelerant Consultants
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Invest in Improving your Revenue Function...Before it Flatlines!

If you think it is a good idea to visit a doctor for the first time when you are experiencing severe chest pain, you may not find this article overly helpful because odds are you may treat your business the same way as your health.  As a small to mid-sized business owner or executive, it is easy, and somewhat natural, to focus only on those business issues that seem acute and need immediate attention.  It could be that there is a production constraint that keeps you from fulfilling orders, or a cash flow situation that could be improved, or a need to invest in more service delivery people because sales are strong.  Since the pipeline appears to be healthy and your company continues to grow, those functions probably need less of your attention and investment, right?

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Greg Stanley
Are You Growing the Right Way?

This seems like a silly question, right? If I am growing, I must be doing things the right way. But the real question remains: Is there a wrong way to grow? Depending on your businesses’ stage of maturity, the answer may be “no” in the short term, but definitely “yes” in the long term. All business owners focus on the growth of their organizations under the premise that when they grow their top line, more profit is generated (usually), and more money is available to reinvest in the business and take home for yourself. This all sounds great. However, the challenge comes into play when owners grow the business without enough intentionality. Clearly there is an intention to grow, but other than funding additional investment in the business and an improved lifestyle, why are you growing? Growth for growth’s sake is not necessarily good in the long term when it is not enhancing organizational value. There is only one right way to grow, and it involves being strategic, intentional, and focused. Mastering these elements will ensure that every pursuit, investment, hire, and even daily activity is focused solely on driving long-term organizational value.

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Greg Stanley
The top 3 reasons your compensation plan is not driving new sales

While we would like to think that people always do the right thing, or will consistently do what is outlined in their job description, or what they are coached to do, the simple fact is salespeople will do what they are paid to do.  Period.  Many organizations have difficulty understanding why their sales teams are not more productive and, while there may be many reasons, you might first take a hard look at how you are compensating your team, and, thus, motivating your team’s behavior.  There are three very common, but often deadly, mistakes that companies or business owners make when designing their compensation plans.  

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Greg Stanley
Accelerant Consultants created to help companies succeed

With the goal of leveraging over 25 years of sales and marketing leadership experience to help small and mid-sized businesses thrive in an increasingly competitive environment, Accelerant Consultants was created in August of 2017.  "In talking with a number of small business owners and executive leaders, there was a consistent theme that ineffective sales and marketing teams were a barrier to growth." said Greg Stanley, founder of Accelerant Consultants.  

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Greg Stanley