Whitepaper

Are your sales & marketing teams missing their numbers?

Please answer the following questions -

• Does your sales team site economic slowdown, when competitors are growing their market share?
• Does your sales team spend too much of their productive time on non-core activities, resulting in target slippage?
• Are your conversion ratios below the market average?
• Does your marketing team have difficulty justifying their budget?
• Do you still struggle to get accurate correlated forecasts and pipeline visibility?
• Are your sales and marketing teams overworked, yet slipping on their targets?

If your answers to the above are mostly 'YES', there is a need to channelize and collaborate your sales and marketing efforts.

Work against the wheels of despair

Lets understand the 'wheels of despair' that exists despite our best efforts. The vicious circle illustrated below often leads to ineffective meetings, resulting in poor win-rate and dissatisfactory performance.

Sales and Marketing Wheels

The key is to work smarter, not just harder

• Conjoin your marketing and sales functions, instead of leaving them loosely coupled, to improve conversion ratios.
• Understand scientific processes behind sales, to bring inter-departmental synergies.
• Analyse and replicate winning habits across product-lines, teams and geographies.
• Use forecasting not just based on instinct but also on a combination of past performance, current pipeline and market sentiments.
• Empower your sales force with timely insights through real-time analytics.
• Measure sales conversion ratios, cycle time and probability of wins to arrive at an accurate pipeline.

• Know your customers' profiles, to build symbiotic relationships.
• Keep track of customer needs, past purchases and buying behaviour to sell, cross-sell and up-sell effectively.
• Collaborate to become customer-centric rather than departmental or product-centric.
• Follow close loop marketing practices, to increase marketing effectiveness and ROI.
• Reduce revenue leaks by monitoring the lead to sales cycle.
• Retain your existing customers and cash their lifetime value.
• Keep a track of competition on each deal and create a winning strategy accordingly.
• Prioritize your top segment customers to improve loyalty and longevity.

How can CRM help your teams meet their targets?

• Increase profitability plus cut costs through streamlined processes and reduced wastage.
• Improve relationships to boost growth by building a complete 360° customer view.
• Facilitate cross-sell/ up-sell and pro-active need based targeted communication, resulting in more conversions thus incremental revenues.
• Strengthen workforce and improve their productivity by supporting their informational needs and giving them productivity features to cut on non-core efforts.
• Get real-time 'forecast vs target' report for pro-active mid-course correction.
• Set-up a sales coach for guiding the team on the subsequent steps and direction to increase the probability of winning.
• Integrate all customer touch points to offer a uniform experience resulting in service consistency and improved retention.

Integrating business strategies into sales and marketing processes, closing the loop and empowering sales teams with the right tools will definitely go a long way in ensuring that everyone gets their numbers.

To download as PDF, click here.