Small Business ShowsThe RoadmapHow to evaluate your company's sales process – Ken Lundin | Revheat

How to evaluate your company’s sales process – Ken Lundin | Revheat

In the latest episode of The Roadmap, host Lee Heisman speaks with Ken Lundin, CEO and founder of Revheat, a sales training and consulting firm, about how businesses can effectively start, grow, and eventually plan their exit. 

Revheat provides the sales roadmap that works with fast-growing companies and turnarounds who want to scale their traction to ultimately reach their exit. The company was developed using data from 2.5 million salespeople across 33,000 firms. Lundin believes, “Entrepreneurs won’t get sales theories but proven results.”

Key Takeaways:

1. In today’s economy, the cost of capital is skyrocketing, and valuations are decreasing. Therefore, Lundin asserts that if you don’t have sales traction, you don’t have a real valuation for a viable exit.” 

2. Private equity (PE) firms seek to mitigate their risk and invest in organizations with a “Grow at all cost mentality.” Furthermore, research indicates only 48% of PE firms can impact the sales side of an organization. 

3. Unlike other companies in the sector, Reheat focuses on sales training and consulting because, in Lundin’s words, “I think the system is broken since we would never sell the way we sell our services to our clients.” 

4. Most companies don’t understand that sales is a complex organization. However, Revheat divides each fraction of sales into sections that their employees can specialize in. 

5. If your team is underperforming, the first question you should ask is, “Do I have the systems and processes in place to support a high-performing team.” if the answer is no, Lundin counsels entrepreneurs to start at the beginning with their systems and procedures before investing in employee hiring or training. 

6. Lundin’s book, Strategic Selling Unleash: A Roadmap to Winning More Clients through Consultative Sales and Driving Urgency, is currently free to download as a “Kindle Edition” on Amazon.

“If you’re not growing, then your company isn’t getting the valuation it deserves.” – Ken Lundin

Did you know? ASBN America’s Small Business Network is now available to stream in over 70 million broadcasting households for users with Roku, Firestick, AppleTV, and mobile Android [download] and Apple IOS [download] devices.

ASBN Small Business NetworkASBN, from startup to success, we are your go-to resource for small business news, expert advice, information, and event coverage.

While you’re here, don’t forget to subscribe to our email newsletter for all the latest business news know-how from ASBN.

Jaelyn Campbell
Jaelyn Campbell
Jaelyn Campbell is a staff writer/reporter for ASBN. She is a recent honors cum laude graduate with a BFA in Mass Media from Valdosta State University. Jaelyn is an enthusiastic creator with more than four years of experience in corporate communications, editing, broadcasting, and writing. Her articles in The Spectator, her hometown newspaper, changed how people perceive virtual reality. She connects her readers to the facts while providing them a voice to understand the challenges of being an entrepreneur in the digital world.

Related Articles