The foundation of sales effectiveness
Have you ever asked your sales team why they’re not hitting their sales numbers? Have you ever received a straightforward answer as to why this occurred? Probably not.
Many factors are at play throughout the sales process, but that cannot be an excuse for losing out on business.
If you feel your sales efforts are wasted and business is being left on the table, or if you are looking to do more business with the same resources, this is where sales effectiveness comes in.
Sales effectiveness refers to particular tasks that are performed with the ultimate goal of driving revenue. It is selling in the most effective way that indicates the quality of the actions to get the most revenue out of the demand generated and leads captured.
Every tech CEO has an eye on sales effectiveness and wants to climb the revenue curve— ramp up a sales force and increase sales yield — faster. It is what keeps businesses alive. Beyond being a lifeline, revenue provides key financial performance insights for better valuation of the company.
But every growth-minded business leader we’ve worked with, even at well-run companies, is often frustrated with the sales performance when growth slows or stops, and they’re not sure how to improve.
Despite the advancements in marketing and sales technologies, most tech companies struggle to reach the typical growth goal of 40% or more depending on the company, product, and market.
The benefits of having an effective sales organization is worth the effort. It shortens the sales cycle, closes more deals, and helps your entire sales team be top performers. In order to achieve this, quality and speed are both critically needed for decision-making success. Rapid, iterative decisions need to go up, as well as revenue per resource.