Sales Functional Alignment
Aligning Sales Internally
Profitability Starts With Sales
Align Sales with key internal functions.
When the Sales function is aligned with key internal functions such as Internal Operations, Marketing and Finance the deals that Sales brings in are more profitable for the business.
When this alignment is part of Sales education, it enables the salesperson to be more successful. As an individual and as part of the Sales team.
How the lead is generated and where the point of entry is for the sales person matters.
The point of entry for the sales or development person puts him or her in a certain context that frames the sales conversation before anyone even says a word. This can make or break an opportunity.
Ensuring that a salesperson has the most opportune point of entry is a key part of overall sales strategy. Depending on the individual salesperson and the opportunity itself, the most opportune point of entry varies.
Including this in Sales education improves overall sales performance.
Sales comp plans can either drive growth or suffocate growth.
The comp plan for sales is important because it impacts a growth agenda in several areas:
- The type of salespeople that are in a recruiting pool and on the sales team itself.
- The level and pace of growth of the business
- The ratio between the cost of growth and profitability
- Costs of goods/services sold
- Costs of customer acquisition
- Costs of customer retention
- Customer retention