Force Management的动态

?????? John McMahon hit the nail on the head with this recent comment on the Revenue Builders Podcast. Sales productivity is the biggest linchpin to growth - we hear it again and again from some of the most successful leaders we've worked with, who elevated their company to $1B valuation or more. They did it, in part, by zeroing in on sales productivity. So let's talk about productivity. That DOESN'T mean more inspection, more weekly meeting quotas, more hoops to jump through for your reps. What it does mean is empowering and enabling your revenue team to spend their time on revenue-generating activities and maximize the revenue potential for their time. Leaders do this by: ?? Clearly defining qualification benchmarks and leading indicators, ensuring managers are equipped to use them to coach on individual opportunities and chart the quickest path to maximum deal value - and know when a deal is not worth their time. ?? Aligning the go-to-market team on a messaging framework (NOT a script) that defines core value drivers and business use cases. A common language ensures high-value conversations that drive strategic objectives at the point of sale. ?? Cultivating a customer-facing approach and process that is aligned with the ideal customer's buying process. A well-defined process provides better visibility win/loss analysis, skill gaps and coaching opportunities to help define and reinforce which sales behaviors are actually productive for your business goals. We dig deeper on sales productivity, how successful revenue leaders improve it, and how it helps them drive higher valuations for their organizations in our resource, Increasing Company Valuation. Read it here: https://hubs.li/Q0392rNk0