Key Business Cornerstones to Help You Grow

Measure Visible Progress

How are you doing compared with where you were last quarter, or last year at this time? Do you do business with a particular customer segment only in certain months? How are you measuring up compared with your growth-plan goals?

When you measure progress, there are growth opportunities to uncover if you understand what you are measuring and how to create incentives to move the needle in the direction you want. For example, when do you do the bulk of your sales? Let’s say you realize you do the bulk of your sales on Fridays or perhaps in the last week of the month. How can you incentivize your team to “flatten the hockey stick” and more evenly distribute sales across the week or month?

Whether we are in good or bad economic times, solid planning, measurement and communication will help you sustain and grow. And always remember to rely on your vendors and partners–we are all in this together.

As a Senior Director at Cox Business, John Muscarella is responsible for the overall readiness strategy for the indirect business sales channels. His team has the primary responsibility to develop, implement ­and sell solutions utilizing the Cox Communications network throughout the country. John has more than 25 years of experience in business management, which includes sales and leadership positions with companies such as Polycom, Sprint and EDS.

This guest blog is part of a Channel Futures sponsorship.