Solving Your Sales Performance Traps
In B2B Sales, sales performance is fast becoming a key factor for success. While an increase in sales can be achieved at the expense of profitability, an increase in sales performance offers companies better capital efficiency, higher profitability and ultimately a sustainable competitive advantage.
Historically, sales representatives were measured by the total volume of sales signed. This is still a commonly used indicator of sales performance in many organizations, unfortunately.
Optimizing sales performance requires increased operational awareness from the marketing and sales teams. However, sales leaders and operatives often are drawn into a micro-level view of the sales process, often relying on activity-based KPIs.
A poor understanding of a sales person’s selling skills and attributes can hold back any organization from increasing their sales performance. This where artificial intelligence (AI) can come into play.
With AI, businesses can now measure the soft factors that impact performance, giving sales leaders unprecedented visibility to personalize their coaching and training.
In addition, a better understanding of a salesperson’s performance gives organizations the opportunity to better align their sales and marketing efforts.
For instance, you can optimize sales performance by allocating certain leads to the highest performing sales professionals. Or assign accounts to those who have the best product knowledge or engagement ability.
This can generate incremental revenue without increasing marketing expenses or sales headcount.
For a deeper look at improving the sales performance at your company, check out our free Guide to Solving Sales Performance Traps.