For most companies focused on top end revenue growth - one of the biggest opportunities is optimizing their sales team to be more successful yet without adding more complexity and expenses relative to annual revenues. When your company's sales representatives realize their full potential, you increase top-line revenues, shareholder value, enjoy higher customer satisfaction and loyalty rates among customers, and experience stronger employee retention that helps make it possible to consistently improve your organization's overall performance over longer periods of time.
Our Sales Enablement Framework
Compensation and Incentives Design: Align individual success with growth. Most sales leaders understand that compensation practices affect their companies’ ability to recruit and retain top talent. Yet surprisingly, few executives properly develop compensation plans to reliably achieve strategic growth targets.
Revenue Acceleration: Stop leaving money on the table. Some of your biggest profit uplift potential comes from selling more - and smarter - to your current customer base. Two fast ways to boost both the top and bottom lines are to tighten up pricing discipline and to engage in effective cross-selling to your most promising segments.
Metrics and Tracking: Measure what matters. Best-performing companies base their rewards on outcomes. Those output metrics are clear and support specific business goals. They are also externally focused and regularly benchmarked.
Tools and Support: Your sales reps’ time should be spent selling. Mobilizing back-office resources to augment your reps’ core activities has proven to be a powerful force multiplier for our clients' sales teams. The top sales organizations measure customer facing time, and repeatedly use internal support to create more.
Increase Your Sales Team's Productivity,
Predictability, and Overall Performance
Our sales enablement expertise is leveraged by a growing mix of B2B companies to increase their sales team's productivity, predictability, and performance. Through an agile proprietary sales enablement framework our customers sales teams are enabled to operate at peak performance by instituting a contemporary sales compensation design, sales revenue acceleration practices, real-time sales performance metrics, leading sales enablement technology, and extensive experience in strategic design and implementation that results in a strong ROI and a higher level of success from individual sales team members, sales leaders, and sales operations.
Main Elements To Our Enterprise Sales Enablement Framework
Targeted Offerings: Identify and focus on the highest priority customer segments with products and solutions that are bundled and priced for maximum revenue, retention and renewals.
Performance Management: Recruit, train and retain high-potential sales teams; track key measures of their performance and motivate them with pay and incentives that rewards success on both company wide and individual metrics.
Sales Resource Deployment: Develop the right coverage model for each of your most profitable customer segments; assign responsibilities, and design territories to ensure you're able to make the best use of resources.
Maximize Top End Revenue Growth By Optimizing Your Sales Team's Success
Customer Sweet Spot: Zero in on your highest-value customers. If your direct sales team and sales channel resources are uncertain as to what type of customers are known to be the most profitable, then any segmentation strategy is futile. Make sense?
Coverage and Capacity: Match the right customers and channels. Technological innovations, maturing marketplaces and more sophisticated buyers have opened a host of routes to customers. Effective sales organizations choose deliberately - based on economics, selecting the channel that is most cost effective will help ensure your company is poised to yield full revenue potential.
Leverage Our Strong Partnerships With Today's Leading Sales Enablement Software Platforms
PUT OUR EXPERTISE IN SALES ENABLEMENT
TO WORK FOR YOUR BUSINESS
FACE THE FACTS
Despite the typical company making sizeable investments in sales enablement, such expenditures are largely inefficient, as B2B buyers still complain that too many sales representatives are ill-prepared for their initial meeting. The consequences are far too costly to keep ignoring.
57% of buying journey is completed before contacting a seller
81% of a seller's first conversation with a buyer never progress
10% annual revenue loss due to marketing-sales misalignment
How do we help our customers effectively address this costly reality
in a way that differs from historically traditional efforts? Learn more.
WHAT OUR CUSTOMERS SAY
On-Demand Expertise For Leading Marketplaces
Our customer experience consulting and strategic marketing expertise is leveraged by companies operating across top marketplaces. Each engagement is as unique as our clients targeted business outcomes, and proves invaluable in enabling breakthrough growth and success.