UNDERPERFORMING SALES ORGANIZATIONS
Understanding the Stakes in a High-Pressure Environment
In the dynamic landscape of technology businesses, the reality is stark: a significant percentage of companies struggle to achieve sustainable revenue growth post-investment. Research indicates that within the first 1-2 years, numerous technology firms falter in driving business expansion despite substantial investments and team expansions.
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Factors Contributing to Sales Underperformance in today’s marketplace:
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Heightened Competition: Challenges in achieving growth objectives in a crowded market.
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Impact of Remote Work: Accentuated by the COVID-19 pandemic and necessitates innovative virtual selling techniques.
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Misalignment Between Teams: Dysfunction arising from misalignment between leadership, sales, marketing, and product management teams, leading to disjointed strategies and missed opportunities.
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Collective Challenges: These interrelated factors emphasize the need for strategic adjustments and investments in sales enablement.
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Key Takeaway: Sales organizations must adapt to evolving trends and invest in innovative strategies to combat underperformance.
I offer a variety of services designed to deliver cost-effective and fast results. All of my services are available either virtually or in person.
SalesBoost360
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What is it?
My “SalesBoost360” is a comprehensive 1-2 week “hands-on” engagement that covers my analysis of all the critical components of your Sales Organization’s performance. This all-inclusive package covers:
Interview cross-functional stakeholders across your entire organization, including:
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C-Suite Leadership Team
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Sales Team (1 week for Teams of 6 Salespeople or less. 2 weeks for Teams of 7-18 Salespeople.)
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Marketing Leader
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Product Management Leader
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1-3 Customers (if applicable)
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1-3 Channel Partners (if applicable)
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What is delivered?
An Executive Summary Presentation and Report covering my objective assessment of your revenue-generating functions against Enterprise Sales Best Practices, along with my pragmatic recommendations for remediation and improvement.
(A quote for my remediation and optimization services will be provided upon request.)
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Cross-Functional Stakeholders Collaboration and Synergy
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Top of Funnel / Customer Lead Generation and Opportunity Conversion
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CRM Effectiveness / Pipeline Health
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Sales Stage Alignment
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Compensation Plan Alignment
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Validate Value Proposition & Target Customer Profile
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Sales Team Competency, Effectiveness & Readiness
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Channel Strategy Effectiveness
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Sales Collateral Effectiveness
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Overall Sales Performance Effectiveness Rating
