The reverse is often true, as tracking activities does not necessarily translate into actionable intelligence for improving sales performance.
After working with clients across disciplines and geographies we have realized the top 3 limitations to an effective sales performance:
Data integration, quality & consistency
Even with many different data platforms, data silos, data quality, and data consistency remain the two most significant challenges in creating insightful, actionable data. The million-dollar question is how to break down data silos and build a reliable automated data integration system
Lack of real time sales intelligence
A bit of extra intelligence at just the right time can make all the difference between a successful and a failed sales journey today. You can accelerate your sales by understanding intent to purchase, personalization, and pricing in real time
Quality of leads
A sales force is only as effective as the quality of leads they pursue. A common challenge is the lack of the right integration and hand-off between sales and marketing leading to ineffective pipelines, insufficient marketing support during active sales cycles, and insufficient post-sale marketing.
Providing confidence across the organization with a forecasting solution builds a strong framework for capturing short- and long-term opportunities
Build a strong pipeline with detailed insights regarding the customer's purchase journey stage and how the customer progresses as they move through the purchase journey
Ensure one-to-one collaboration between marketing and sales at every stage of the buyer's journey, ensuring the appropriate marketing support is implemented
Optimal target-agent mapping to improve target-agent performance for top-down optimization of sales force capacity
Make real-time, proactive decisions about time to purchase, likelihood of purchase, price sensitivity, and preferred products at a variety of stages in the buying process
Optimize the deal price to ensure maximum conversion rates though maintaining desired margins.
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