Sales
As companies strive to drive revenue/margin growth, sales Leaders are hard pressed to deliver.
This optimization involves making their teams more efficient, getting more revenue out of each process and sales representative.
To do this, they have to focus on:
People
- Assign the right Associates with the right accounts to drive business development
- Know who your “Star” associates – each rep is different, and drill down into what’s holding them up
Process
- Set the right goals for their team to increase efficiency
- Analyze pipeline activity over any time period
- Establish benchmarks and KPI metrics
Product
- Understand what’s working (or not) with your product/service and take steps to course correct
- Uncover new opportunities to upsell new products with existing ones
Sales Historical Trends and patterns
How are Sales Trending over time? Are they going in the right direction?
Sales growth and YoY analysis
Is your revenue growing and by how much? Are Sales meeting targets and plan?
Sales Productivity per Representative / Region / Market
Who’s reaching their quota? What percentage of your team is hitting their number? Is quota too high? Too low?
What markets or regions need more attention?
Sales Forecasting & Pipeline Insights or New Leads/Opportunities
How are your salespeople contributing to the expansion of your business in their given territory?
Do we have enough sales forecasted to meet growth targets?
Client Acquisition/Conversion Rates
Of the new prospects your reps reach out to, how many convert to customers?
Are lower-performing reps approaching bad-fit prospects? What are the prospect conversion rates?
Upsell/Cross-Sell Rates
What products and services are customers buying together and why?
You have to generate revenue as efficiently as possible. And to do that, you must create a data-driven sales culture. Data trumps intuition.
– Dave Elkington, CEO & Founder of InsideSales.com