Cadences drive revenue growth, plain and simple.
Teams that run a consistent, organized process can bank on growing the bottom line quarter-after-quarter. Meanwhile, teams that rely on ad-hoc reviews and one-off practices are opening the door to inconsistent performance and revenue leak.
Today, let’s take a look at how top leaders are using a 13-week revenue cadence to capture more opportunities and build a legendary career in revenue.
What is a 13-week revenue cadence?
A revenue cadence is the ongoing motion of moments that teams leverage across quarters to deliver predictable, repeatable revenue processes.
In other words, it’s the engine that powers your revenue vehicle.
Throughout the quarter (or 13 weeks), your revenue team engages in countless moments that make or break the company’s success. Sales rep and manager one-on-ones, forecast calls, pipeline calls, board preparation, quarterly business reviews, and more.
To go a step further, many teams break their quarter down into three distinct stages. In month one, they focus on implementing OKRs. In month two, they measure and determine what’s working. And in month three, they close out the quarter and plan for the next.
Sounds simple enough, right?
Where revenue teams get off track
On the surface, most teams appear clean and organized.
But open up the hood, and it’s a mess. At Clari, we see two common factors throw off the revenue cadence of even the most highly-organized teams.
First, revenue leaders don’t have the visibility they need to spot breakdowns. It’s one thing to map out your team’s cadence. It’s another thing to confirm it’s being run correctly. Unfortunately, many leaders have a solid model and lackluster execution.
Second, revenue teams mismanage a critical factor in the sales process: time. Research from Forrester shows that 60% of deals are lost in the early stages due to buyer indecision. And on average lost deals are open 2.4 times longer than won deals. In short, reps are losing deals early, but hanging onto them for months.
Together, the lack of visibility and mismanagement of time turn a well thought out cadence into a recipe for revenue leak.
How to deploy a successful 13-week cadence
At Clari, we believe so strongly in cadences that we’ve built a robust Revenue Cadence Playbook. This playbook, backed by decades of experience, covers everything a revenue professional needs to set up and run a 13-week revenue cadence.
In the playbook, you’ll find resources like a step-by-step guide to identify major revenue moments, a one-on-one checklist for high-impact meetings, a fill-in-the-blank schedule builder to integrate your cadence into your calendar, and more.
If you’re ready to drive consistent revenue growth, this playbook is the place to start.
The key to revenue success
Top revenue leaders live in 13-week increments.
With an unbeatable revenue cadence paired with modern technology, they’re able to:
- Drive consistent revenue growth quarter-after-quarter
- Track breakdowns early in the revenue cycle
- Monitor progress toward a successful quarter
- And much more
To build a legendary revenue career, you need to deliver consistently. The 13-week cadence is the tool that helps you turn this vision into a reality.
Wishing you success,
Andy Byrne
CEO, Clari