Growth Management System

As companies battle in competitive markets, many hit a growth capability deficit. The result of this deficit can be mis-targeted markets, gaps between strategy and execution, organization mis-alignment with customer buying processes, in-effective performance management and missed sales plans.

While many organizations try tactical silver bullets, leading organizations realize that improving sales results is not just a matter of hiring natural sellers or developing their current front line resources. These organizations have developed systematic approaches to strategic sales planning, market targeting, channel coverage and performance management, which lead to a capability for strategic growth that far exceeds the potential of tactical approaches alone.

Through its research on sales organizations, Sibson has identified four capability areas, comprising sixteen critical disciplines that high-performing companies call upon selectively to support their strategies:

Direct		Organize		Execute		Support
Marketing Strategy Alignment		Channel Coverage		Performance Management		Sales Operations & Technology
Product/Service Offering		Marketing, Sales, Service Roles		Metrics		Selling Messages & Tools
Segmentation & Targeting		Organization Structure		Sales Compensation		Recruiting & Career Paths
Sales Strategy		Resource Deployment		Quota Setting		Capability & Development
Focus sales on key business/ strategic initiatives and customers		Align channel partners, selling roles, and resources cost effectively		Sustain motivation and commitment to acheive sales goals		Deploy tactical tools and processes to reinforce the strategy

This Growth Management System (GMS) provides:

• An audit tool to evaluate the organization’s growth capability. GMS is used as a tool to identify weak points in company growth capability, from strategy and market coverage to execution and support. By pinpointing the greatest growth capability improvement opportunities, the organization can make methodical yet dramatic improvements in its ability to grow profitably.
  
• A system to plan and manage profitable growth. Each of the GMS disciplines contributes to the organization's growth capability and supports its related GMS disciplines. The system, as well as the processes and tools within each discipline, form the foundation for an ongoing growth management program that can be replicated and scaled throughout the organization. The result is a consistently effective go-to-market strategy that can be continuously customized and improved to match evolving market conditions.

Read more about Sibson Consulting's Growth Management System (PDF)

In Winter and Spring 2008, members of Sibson's Sales Force Effectiveness practice conducted a limited survey of clients and other contacts to see how recent changes in the economy may affect sales strategies, headcount and compensation planning. The results were presented to survey participants.

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