Separating real leads from tire-kickers shouldn't be manual labor - it should be automated. According to Gartner, companies that have a well defined lead management process see a 10% increase in revenue. Get this bump in revenue by maximizing marketing's productivity with marketing automation that identifies the right leads, fast.
Although Gartner estimates that a well defined territory process can increase revenue by 5%, the information needed to accurately value territories is kept in an infinite number of systems and spreadsheets, and is often impossible to access. Tapping into this data is the best way to make strategic decisions about territory assignments, sales capacity and coverage, and quota distribution. Improve sales planning by knowing the true value of territories, and allocating the right quotas.
A longer sales cycle isn't always the prospect's fault. Many sales meetings don't add value to the cycle because reps are underprepared. They're challenged by overwhelming product portfolios, a tangle of value propositions, and savvy, self-educated buyers. Respond with the right message for the right meeting and transform reps with targeted coaching to increase quota attainment by 17%.
Rushed, manually generated proposals stop your prospects from signing on the dotted line and they hurt your margin. Improve the process by guiding reps to the right product at the right price, encouraging upselling and cross-selling, all on a mobile device. Aberdeen Research shows that companies that use CPQ have a 104% larger average deal size.
Contract creation and negotiation can be a laborious process for companies. Monitoring contract compliance and searching for archived contracts can be even more laborious. Beyond this, companies need a process that doesn't just simplify processes, but has an impact on the business. According to Forrester, companies using a Contract Lifecycle Management system and have seen an increase in customer renewals to 73%.
Convoluted or misaligned incentive plans distract your reps from selling. Instead they spend more time shadow accounting and filing disputes. Develop smarter, clearer incentive programs to drive behaviors and revenue. Automate the incentive compensation process with a complete system that grows with you. Our customers see a 1-3% revenue increase per rep.
A company I once covered as a journalist had an interesting hiring process for its sales staff. Possible new sales reps would be recruited, interviewed and reviewed by HR and the sales management. HR was particularly involved and sought out ...Read More