Five Signs You Need to Graduate from Sales Effectiveness

28 September 2016

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You make your number sporadically, but not consistently, and not always. Your revenue goal is very hard to make, and may be unrealistic. What distinguishes top growth executives from their peers is they have graduated beyond sales effectiveness. They have embraced a new emerging best practice called the Revenue Growth Methodology.

Temporary spikes in revenue are misleading. Sales leaders go from hero to goat overnight. How come? There are many reasons. Some examples include:

  • A hot product comes out a year before your competition can respond, and this advantage delivers a temporary revenue lift.
  • The sales team has underperformed for some time and a new sales leader is hired. Shortly after taking the reins, he installs standard operating procedures, picks the low hanging fruit, and facilitates a temporary revenue lift.
  • The customer base gets pushed into a product refresh cycle by the customer service department. Often this results in an influx of new deals. The sales leader looks great until the product refresh cycle is over.

Given the difficulty associated with sustaining revenue growth, the revenue targets that some companies set are simply unrealistic. Sales Performance Management (SPM) are being considered by many sales leaders to maintain sales performance, increase revenue and continuously drive growth.

Join Kevin Gray, WW Portfolio Marketing Manager for IBM's Sales Performance Management and IBM Watson Analytics solutions and Dan Perry, Principle at Sales Benchmark Index (SBI) to learn how sales leaders are looking to SPM and the five signs you need to consider to graduate from sales effectiveness and manage a high performing sales team that will increase revenue and drive continuous growth.

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