Making Your Numbers
Earning Sales
Selling In A Ceaseless Change Environment!
The more things change, the more things stay the same.
For example, your business seeks to:
- Improve lead generation
- Capture new accounts
- Expand account penetration
- Increase win rates.
These objectives have been familiar to most businesses over decades but especially now, as we advance with ever-higher expectations. Check out related evidence to these bullets points with Sales Mastery’s Sales Performance Briefings. What’s new is that your business also must provide:
- Differentiated and consistent customer experience across all of your business functions
- While also taking advantage of all channels and routes to market to interact with your customers.
These higher expectations are for reaching out to today’s customers, who are constantly moving, always connected, and more informed than ever before; the purchase experience is now dynamic, accessible, and continuous. When buyers meet sales representatives for the first time, they are often more than 50 percent through the buying process. So what do you do? Sign up for our newsletter to get ideas, templates, and more.
Companies must move their marketing, sales, and service functions from an analog front-office to a digital one to keep pace. They also need to understand the myriad of ways customers want to interact with their organization. It suggests an agile selling approach integrated into marketing and service and employing all enterprise assets and channels to the customer. If your business does so, it will help differentiate and propel it to the top.
Agile selling is fundamentally about three things:
- using connected customer insights to differentiate the buying process,
- providing a consistent customer experience across all channels, and
- They are taking advantage of social, mobile, analytics, and cloud capabilities to reduce time to market and meet customers where they want to transact.
Therefore, to successfully achieve your business’ revenue growth management (RGM) methodology. Part of what bEffective can do for your business is improving your selling effectiveness, not just within the sales function but also across your SaaS business.
Note that the top three areas we initially target for increasing sales effectiveness are related to:
- improving immature sales methodologies and processes,
- increasing the ability to attract, retain and grow sales talent, and
- driving tangible business outcomes from sales technology
Beware of Sales 'False Positives!'
You’ve read our promise for the challenge you may be facing along with the ‘how-to’ solve it.
bEffective offers services to help your business establish its revenue growth management (RGM) methodology as a whole or for the module aspect you need help to improve.
Should you wish to do it yourself, check out our resources menu for ‘how-to’ to solve the challenge mentioned above and others in this area of our website. Remember that research and science dictate that building the ‘right’ revenue growth management (RGM) approach begins in sequence, integrated, and more to achieve the promised percentage, dollars through to consistent cash flow.
Alternatively, please opt-in to our newsletter for appropriate daily and tactical daily aids.
Or begin with a comment about the article. Everything we’ve mentioned on our website requires leadership that makes bold and decisive action. So be bold, decisive, and insightful with your comments. We will appreciate it.
Improving Your Sales Effectiveness
You seek to improve your business’ sales effectiveness, and bEffective helps your business realize that the market indicators outline a need for a holistic approach. For instance, bEffective can help your business develop a framework where the silos between the marketing, sales, and service functions altogether promote sales effectiveness. A brief excerpt of a business case to do so follows:
Merging Silos
On the front end, the data shows that almost 60 percent of companies surveyed still lack a standard definition of a qualified lead, which leads to a lack of marketing return and sales frustration. Both functions will better integrate when marketing and sales work together to define a qualified lead. Social listening further reinforces the integration between functions as marketing passes on what customers are saying about them to sales.
On the back end, integrating sales with service will further enable revenue growth and uncover new opportunities, particularly when sales are pursuing cross-selling and up-selling. Most businesses take advantage of this vital channel for untapped opportunities. In addition, improving integration between sales and service leads to a better customer experience and less customer churn, thus avoiding the impact of negative experiences, especially with digitally savvy customers.
Customer Touch Points
In between marketing and service functions is sales. It is the lead function to take the point for leading your business’ customer relationship versus internal processes. Customer needs are changing quickly. They are “digital savvies,” constantly connected and in control of the buying process, as well as having unprecedented expectations. This new reality demands that every touchpoint in your business be aligned and integrated with sales keeping tabs and developing all-important relationships with your digital-savvy customers.
For example, the sales function must face another challenge: customer loyalty is getting more complex to measure and obtain. Customers’ level of satisfaction in the buying process may be high. Yet, the lack or abundance of referrals from satisfied and loyal customers is a hallmark metric of customer satisfaction for sales to review.
Why does it matter? Simply, it takes longer to acquire a new customer than to sell to an existing customer. Therefore, by driving a consistent customer experience that reduces churn, your business can enjoy shorter sales cycles, more productive sales representatives, and a faster path to revenue attainment and growth. If your business wants an edge against the competition, consider that approximately 70 percent of firms have yet to develop strong customer relationships. Your business achieving the status as a ‘Trusted Partner’ is the gap difference between achieving 10% and three-digit percent growth.
Sales Workflows
Strongly-performing sales organizations find a way to balance the art of selling effectively with the science of structured workflow and related methodologies. However, they are in the minority for doing so. bEffective helps your business engage your representatives to adopt and manage against a structured sales methodology. As a result, they will be the ones who close their deals the quickest — accelerating revenue and making or exceeding their quotas along the way. Additionally, your sales managers will have better visibility throughout the sales process and be more effective coaches.
Sales Talent
Sometimes you need some oomph! For example, your business may be ready for more sales representatives. But the process of fulfilling the role of sales representatives is one of the hardest to do (find, recruit, onboard and keep the good ones). Surprisingly, unsophisticated hiring practices continue to be the bottleneck for creating a solid team structure. The increase in the involuntary turnover rate adds to this dilemma. bEffective is here to help your business employ innovative hiring methods onboarding through coaching and training. And it begins with confirming or adding a sales rep based on your capacity ratio, which is the best indicator to establish when to hire. The ratio is necessary since it takes months before a new sales representative can contribute. Of course, this estimate presumes a lack of selling approach or focus on sales activities.
Technology Enablement
Your business likely has technology tools, such as tablets, mobile and social CRM, and sales intelligence systems. But many businesses are hard to press to gain ROI from their technology investments. For instance, most have implemented a CRM system to streamline the forecasting process, improve sales organization communications or reduce administrative burden, yet most still face low CRM tool adoption rates. Worst the majority are not using sales intelligence systems to mine key customer and prospect information from these tools. bEffective’s expertise in this area will help your business gain the tools to work the way you do.
Action Step
You’ve read our promise for the challenge you may be facing along with the ‘how-to’ solve it.
bEffective offers services to help your business establish its revenue growth management (RGM) as a whole or one of the RGM modules that you need help to improve.
Should you wish to do it for yourself, check out our resources menu for ‘how-to’ to solve the challenge mentioned above and others in this area of our website.
Remember that research and science dictate that building the ‘right’ revenue growth management (RGM) approach needs to be built in sequence, integrated, and more to achieve the promised percentage, dollars through to consistent cash flow.
Alternatively, please opt-in to our newsletter for appropriate daily and tactical daily aids.
Or begin with a comment about the article. Everything we’ve mentioned on our website requires leadership that makes bold and decisive action. So be bold, decisive, and insightful with your comments. We will appreciate it.