What are the “Top 3” challenges faced by Sales Leaders?

According to 2019 World-Class Sales Practices Study, following key challenges surfaced;

1. Inefficient internal operations

2. Ineffective sales process/methodology

3. Organizational misalignment

In my earlier post, I talked about Best Practices; Strategy Alignment, Customer Engagement and Performance Support – https://lnkd.in/gFbbhEf

Adopting these practices requires committed and sustained effort while achieving a few objectives in the short to mid term and progressing towards a “world class” sales organization in the long term.

Those organizations who truly “excel” in adopting these best practices have reported following results…

A. Win Rates + 23 %

B. Quota Attainment + 23 %

C. Seller Retention + 7 %

D. Revenue Plan Attainment + 5 %

Sales & Marketing Leaders must determine what’s critical for them in the “short-term” in the post Covid-19 environment and be fully prepared to capture opportunities as the business environment gets better in the “mid-long” term. In my view, the best place to start is to initiate a “Program” to begin the journey towards becoming a World-class Sales Organization!

I welcome you to share your experiences and thoughts…

#B2B #ABM #SalesPractices #Sales #Marketing