Frameworks for increasing
sales performance.
Our mission is to empower businesses to develop high performing and happy sales organizations where individuals and teams excel, sales and marketing are integrated, and revenue is stable and predictable.

We achieve this mission through proactive partnership and through frameworks based on strategy, processes, systems, people, and performance management.
Framework #1 - The Revenue Equation

The Revenue Equation is a proven framework for sales and marketing organizations. Its construct and associated tools provide valuable insights and actionable solutions for improving revenue performance.

Once leadership teams, managers, and individuals understand the core elements of The Revenue Equation, the root cause and corresponding solution to any sales or marketing problem become clear. Implementing any elements of The Revenue Equation increases the overall performance of a sales organization.

The Revenue Equation diagnostic helps identify where misfires are happening. It asks participants to evaluate their organization in the following areas:
  • Sales Foundations: These are the problems your company solves, the value you create, what differentiates you from other companies, your offerings, and what kind of experience you provide your customers.
  • Sales Design: Here, you design your approach to sales by determining the type of customers you sell your solutions to, what is important to them, and why these customers buy your solutions.
  • Sales Infrastructure: This is how you organize, operate, manage, and optimize your sales organization.
Framework #2 - The Individual Performance Planner

The Individual Performance Planner covers:
  • Who your salesperson is and what their strengths are
  • What they want, both inside and outside of work
  • Who their biggest customers are
  • How they can use those strengths to reach those customers
  • What would best support their ability to improve and reach revenue goals
  • The performance—and personal—goals that they have committed to

And it should especially matter to sales managers because this manual, though at its core for the salesperson, will help managers manage a team that is doing their absolute best. It’s like having an instruction manual for every salesperson you lead. It shows you exactly what they value, what motivates them, and how you can best support them. It also helps the salesperson to clearly articulate who they are and what they need from the sales manager and company for them to be the best they can be.

You win, they win, and the company wins.
Framework #3 - The Revenue Planner

Revenue is the return you get for your sales and marketing strategy and tactics. The more efficiently you can move leads into, through, and down your sales funnel, the more revenue you generate and the higher ROI you get.

In many ways, it’s simple, but that doesn’t mean improvement happens overnight. Improvement comes from intentionality (and comes more quickly when you use the frameworks we’ve spent the last several chapters laying out).

The Revenue Planner is designed to support you in designing intentional plans to generate revenue in three phases over an eighteen-month period. The three phases are organized from quick wins for immediate lift to more in-depth plans developed to achieve longer-term revenue goals.

By using The Revenue Planner, you’ll discover how to use everything you’ve learned and developed to find potential revenue you’ve been overlooking. The Revenue Planner is a guide to:
  • Quick Wins within three months
  • Revenue Stabilization in three to six months
  • Intentional Revenue Growth in nine to eighteen months
From the introduction of the book, Set Up to Win.
"Alignment comes when a leader looks beyond the money they make and the leads they’re bringing in. Things start clicking as they come to understand their company’s foundations, their customers, and perhaps most importantly of all, the people in their sales organization. I’ve seen individual performance rise and confidence grow in both team members and those managing them as they all come together and feel valued. I’ve seen the health of sales cultures improve with a positive correlation to the revenue a company brings in. I’ve seen stressed-out leaders relax and move themselves out of roles they don’t want and into roles they love, focused on their highest and best-use activities."

- Karl Becker, Founder of Improving Sales Performance

Case Study & Ebook - Generating  More  Sales

    Download eBook
When Matt Emerson inherited the leadership of CEAVCO Audio Visual from his father, he knew he was at the helm of a company that had a solid reputation. CEAVCO had been providing innovative audio, visual, and creative services for events for more than 50 years. And they had a stellar retention rate — a cache of dedicated clients that partnered with them year after year. So, why weren’t they closing new deals?

Well, a lot can change in 50 years, especially in an industry that thrives on the cutting edge. CEAVCO had built its business renting A/V equipment and had moved into curating live events. As event planners more and more sought creative partners, CEAVCO began to search for ways to differentiate themselves in the event space.

Emerson needed to help his team adapt to this growing market. But their sales processes, their messaging, and their proposal strategy were all rooted in old school tactics. Embedded in the way things had been done for decades and focused on daily business needs, it was a challenge for Emerson to step back and see just how to find a new path.

By partnered with Improving Sales Performance and following its three frameworks, CEAVCO was able to modernize its sales processes, align on value and messaging, and grow revenue by $2 million.

Want to know how they did it? Download this ebook and learn the 10 actionable tips they implemented.
An Invitation To Meet.

If you are interested in learning more about us, what we believe, and how we support companies, leadership teams, and individuals, we would welcome the opportunity for a call or Zoom meeting.
Photo: Our founder, Karl Becker, running a workshop at CEAVCO Audio Visual.
We are headquartered in Colorado with domestic and international teammates and clients. Please use the contact form on this page to inquire about any of our books, podcasts appearances, speaking engagements and workshops, any of our offerings, or simply to connect.
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