Analze and Drive Your Organizational Enterprise
Author: Charlie Van Hecke, MS HRD

What is a "Revenue Critical" Employee?

There has been such a focus on cost reduction in recent years that many organizations take the employees who bring in revenue for granted. A Sales Person is Revenue Critical because if sales force production slows, then cash flow is negatively impacted. But where are the other Dollar Points and Support Engines that impact the revenue stream? If you can’t answer that question, you might want to read this article.


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What are Dollar Points?

A Dollar Point is any part of your Organizational Enterprise that has the potential of generating revenue. A Call Center with Inbound and Outbound agents who take orders is a Dollar Point. A Service Person who can take an order for a maintenance contract is a Dollar Point and so is a Training Specialist who can write up an order for training support packages. And yes, a Sales Person is (obviously) a Dollar Point. Do all of your Dollar Point Employees have the skills, knowledge and abilities to maximize organizational cash flow? Is the proper support provided to improve performance?


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What is a Support Engine?

A Support Engine is any group, department or team that help Dollar Points survive, thrive or drive. Human Resource groups can help you survive by offering incentives with compensation and get teams to thrive by retaining top employees with key benefit packages. Marketing Departments and Sales Development teams can help drive performance by providing tool kits and training. Tool kits could include small items like brochures, product samples and demonstration aids. More aggressive organizations develop electronic presentations and other computerized tools. It’s wise to offer training on the proper use of these tools. Support Engines include technology departments. For example, a telecommunications department may offer their Telemarketing Agents computer workstations with Screen Pop software (customer information on the screen that comes up as a call is accepted). This boosts agent productivity and improves customer service. An Information Systems Department might provide Sales Automation support to improve the efficiency of the Sales Force.


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Connect The Dots to Drive Income

Do you remember those pictures you could make as a kid by connecting the dots? Play that game now to improve organizational income. It helps if you have colored dots (we suggest green and red).

First, diagram your enterprise and identify the locations and departments.
Second, draw the Dollar Points by finding every source of potential orders (include back end revenue streams). Place a green dot at every Dollar Point.
Third, write in the Support Engines and place a Red Dot.






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Charlie Van Hecke owns Sales Support Services,Inc. Please go to http://www.salesservices.com for more info or call 777-487-8500.

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