Highspot recently published reports from three leading analyst firms listing 52 companies with sales enablement technologies. Clearly, sales enablement capabilities are top of mind for many companies these days. Marketing & sales organizations are pouring more money than ever into these types of capabilities, so how do you ensure you achieve an ROI reach the […]
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A few weeks ago we talked about the Death of the Sales Funnel with buyers calling the shots for how, where and when they want to talk to sales. The flip side of the coin is the transformation of marketing and their role in the buyer journey. Now Marketing owns a quota to bring the […]
We have been closely following the shift in B2B and B2C sales organizations. It’s not news that sales motions are becoming more complex. However, what’s different now (and continues to evolve) is customer expectations within the buying and selling experience. Customers now dictate their ideal buying experience, a trend that will only grow as accessibility […]
There is no secret that having a well-defined sales process will enable you to accelerate your sales cycle. However, what we often find is that most sales processes are developed with little consideration in regards to how customers buy. This is a problem. Sales teams and sales processes are too far removed from the actual customer […]
Executive Summary: Given the unique—and rapidly expanding– capabilities of mobile devices to monitor location data, record sales activities and capture real-time transactions, leading edge sales organizations are leveraging mobile devices to drive improved field sales productivity and performance. Forward thinking sales leaders are investing resources in tools and technologies with the specific intent to leverage the ubiquitous mobile device to improve key performance metrics, close rates and grow revenue. Notably, our findings reveal that the benefits of mobile device enablement are not constrained to any one sector. Sales productivity and effectiveness gains are being reported across multiple industry sectors including Aerospace, Distribution, Engineering, Financial Services, Healthcare, Insurance, Media, Services and Software.
Accelerating the Sales Cycle: Lesson 3 – Keeping Score: How to Prioritize the Right Opportunities
In a previous post we discussed the advantages of mapping your sales process to your buyer’s purchasing decision process. From a sellers perspective, during the “qualify stage” we should be proactive in identifying whether or not the customer has intent to purchase measured by a specific timeline, a committed budget/resources and the authority to execute the transaction. Assuming we’ve done a thorough investigation of these areas, we then move the customer forward in the sales cycle by prioritizing our selling activities (primarily) driven by the timing of “when” the customer plans to make a purchase or the total dollar value.
As we enter Q4, many organizations begin planning for the fiscal next year. At the top of every Sales Executives’ mind is “What are going to be my revenue targets and how am I going to achieve them?” That in turn poses the question, “How am I going to convert that into quotas for the sales reps?”
Calculating Sales quotas is a tricky science. When determining quotas, how do you know what will work best for your sales team? What is the best algorithm to use? How do you ensure they motivate the right behaviors? The quotas that you are preparing need to balance the need for the organization, but they also need to be attainable and motivating to the sales rep. How do you successfully achieve both?