How long is appropriate to plan for the initial implementation of the revenue strategy?

The short answer: one quarter for the first actions to be making measurable impact. Anything longer can lead to demotivation and immobilization. Anything shorter and you risk blunders and blind spots, a launch with poor buy-in or asking for unrealistic resources / behaviours from the business. The not-so-short answer: in my journey I’ve encountered enough strategy programs (and C Suites) to know the answer above can and should be pressure-tested. A few tips: Understand your C Suite’s sense of ur ...Read More

I will start off by saying that there is not a one size fits all approach to the implementation of a revenue execution strategy. The plan is dependent on the scope of the plan/program and the potential revenue impact coupled with urgency. My general rule of thumb is that a 1-3 month timeline is a reasonable approach. Factors Influencing planning for initial implementation -  Complexity: Needless to say, Complex initiatives require a different approach to launch as compared to straightforward one ...Read More

I don't think there is a hard rule for how long an implementation should take to launch a new revenue strategy, and each company and the degree of change will influence this significantly. I wrote a longer answer to a similar question about deciding what to do first (see "How do I decide which tactical piece to implement first in our strategy for revenue engine?") and I think that guidance can help you reach an better estimate for the C-suite. If you have a plan, understand the dependencies, and ...Read More

Building an estimate of the time it would take to implement a revenue strategy is indeed the million dollar question. To be honest, I also often ask my team the same thing. Here’s how we established some estimates: Break the identification and implementation of the strategy into a few phases: Phase 1: Planning and Setup – it normally takes 1 to 3 months for all the details of the strategy to be finalized and all the systems need to be in place; Phase 2: Pilot and Initial Rollout – about 3 to 6 m ...Read More

Determining the right timeline for implementing a new revenue strategy hinge on various factors, including the organization's size, the complexity of the sales process, and the existing infrastructure supporting the go-to-market engine. it is so important to remember that perfection is the enemy of progress, as aiming for perfection can lead to delays and missed deadlines. Stakeholders on your senior leadership typically will convey a targeted go-live date for the new strategy, as they base thei ...Read More