Quarterly Growth Survey

In Valcon, we always focus on our clients’ needs and objectives. Our Quarterly Growth Surveys enable us to gain even more in-depth understanding of what commercial executives see as the levers and obstacles for reaching their growth targets in 2017.

As we have seen in the last two quarters, our network of commercial executives remain optimistic regarding their growth ambitions for the next 12 months.

The vast majority, 92% of commercial executives, expect to grow their top line. 86% also expect to grow their EBIT. Average growth ambitions for revenue are 13% and 19% for EBIT.

Read the full report here.

However, almost 30% of respondents indicate they do not have a clearly defined channel strategy. Why is this important? It is important, because it indicates a lack of cohesion between strategy and sales. Linking strategy to how you develop, maintain and manage your sales and distribution channels is key for profitable growth and must be a two-way street. Selling products and services and winning and keeping customers is how value is created or destroyed for any business, B2B or B2C.

We have three recommendations for what good looks like if you want to achieve a strong and profitable sales and distribution process with a transparent overview of the profitability of each individual channel, which has been selected on the basis of a clear and aligned sales channel strategy. In brief, our recommendations boil down to ensuring transparency and taking small, prioritised steps: