The Cien team has spent years thinking about sales productivity.
Here are some of our insights…
MEASURE WHAT MATTERS -
BECAUSE IT DOES MATTER
Our mantra is “Measure what Matters”, and by that we mean we don’t just focus on one aspect of your sales process such as lead quality. First you need ways to evaluate your sales team’s individual attributes such as closing skills, product knowledge and work ethic. Second, you also need to track your company’s macro environment which includes competition and seasonality as well as the overall team morale. Lastly you need to track the quality and potential of your leads and pipeline. Typically, every organization has weak areas that prevents them from maximizing productivity.
THE SALES VALUE CHAIN -
A NEW WAY TO LOOK AT YOUR SALES PROCESS
At Cien we believe that you can gain new insights from data. Nowhere is this truer than when you try to determine the true productivity and value add from groups and individual team members. For example, we all know that it is easier to close a hot inbound lead than researching, prospecting and getting a cold "list" lead to engage and buy something. The final booking amount may have been the same in both cases, but in the former case most of the value was added by the Marketing team and in the latter by the Sales team.
With Cien’s Value Chain technology we apply this concept to all data, so you can finally see where the most value is added in a specific deal and in aggregate. This also means that you can eliminate common problems in sales orgs like complaints about “bad leads” and “poor territories”, since you now have data to show exactly what value each team member receives and delivers.
RESOURCE ALLOCATION -
IMMEDIATE GAINS AT NO INCREMENTAL COST
With the Sales Value Chain data at your fingertips, you can now reconfigure your team and allocate the resources to maximize the output. Cien helps you with this through our unique planning tools. This alone can yield tremendous ROI, without any additional investments in staffing or advertising.
MEASURING SALES PRODUCTIVITY -
NOT SIMPLE BUT EASY (WITH CIEN)
Here is a secret: There are no longer any secrets to improving productivity (provided that you have Cien). Sales productivity soars when you get resource allocation and the 3 areas Cien helps you measure right. With the Sales Value chain, you understand where value is added at all times.
YOU, THE HERO -
GET THE PROMOTION YOU DESERVE
What causes you to get a promotion in today’s work place? We believe you get the most well-deserved recognition when you can show how your decisions and actions, have led to tangible business improvements over a specific period of time. What you need is just a receipt of what you have done, why you did it and what the results were – look no further than Cien Mentor. Pro tip: print out the report for your next performance review!