The Adecco Group has a VP of sales.
Getty.
Business leaders are faced with the impact of inflation in the future. The importance of doing more with less has never been greater.
The leaders who can adapt to the new reality are those who invest in effective sales motion instead of hiring more people. The organizations that are obsessed with motivating and retaining their top performers will be in a good position to ride out the storm.
In order to determine the effectiveness and impact of its investment, companies are looking for proven ways to measure the return on investment.
There are three ways to build a high performing sales function.
The sales function needs to evolve into more than just creating content, training reps on new products and building a successful program to drive measurable revenue growth.
It takes 10 months for a new business rep to get a full quota once onboard.
A sales program that goes beyond the initial program is an effective one. This includes certifications to track the adoption of chosen sales methodology, forecasting accuracy, and driving revenue growth.
Collaboration with marketing needs to be aligned with the objectives. While marketing is usually responsible for creating the majority of the content needed, sales leaders need to make sure that the sales enablement program is put into practice and should take ownership of adoption with teams.
2. Aligning Sales Enablement OKRs Attributing To Revenue Impact/Growth
According to the same study, most sales leaders focus on increasing conversion rates, improving sales processes and increasing the size of the sales force. The other OKRs have a direct effect on revenue growth.
Time-to-full productivity is reduced for new hires
The percentage of reps that achieve quota should be increased.
There is a need to increase the flow of the pipeline.
Sales cycle time needs to be reduced.
Biz development leaders should ensure that the sales function is baked into their weekly leadership meetings and quarterly business review sessions to make it accountable to drive the above metrics.
Sales data needs to be analyzed to identify customer behaviors, sales patterns, competitive signals and new use cases. A company that tracks the number of deals lost to competition can often see an increase in quota attainment and customer retention.
It's important for sales teams to invest time to make sure they have a dashboard for the above metrics. Success will be determined by the effectiveness of sales enablement's return on invested capital.
3. Modernizing Sales Enablement With The Right Tech Stack
It is important for your sales team to have access to the right tech stack, including learning management systems and the use of artificial intelligence. It's essential that such solutions are used.
It is necessary to deliver the right content at the right time and track which content is driving the most success and which has no value.
Best practices on the usage of sales tech stack are documented.
How Sales Enablement Is Critical To Accelerate Revenue Growth
I hope the article offers useful information for leaders who want to maximize their sales function. With the right mission, clearly-defined measurable/trackable OKRs and an artificial intelligence-driven tech stack, companies can drive revenue acceleration.
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