Sales versus Revenue
How well do ALL of your employees support revenue growth?
I ask my clients to do a bit of self-analysis when working with them to increase revenue. Executive Teams, in general, view the Sales Team as the driver of revenue rather than the entire company.
When discussing sales with start-up CEOs, they believe that by simply cold calling contacts in their primary market segment they will find the customers necessary to generate the next round of funding.
In both cases, an assessment of how the entire company is supporting the revenue generation process is essential. How well is Marketing providing interested parties willing to consider your solution? What level of testing has Product done to ensure your offering satisfies the pain points of your prospects? Are revenue expectations developed by Finance reasonable? How well is Support communicating with Sales to uncover up-sell opportunities within the customer base?
Sales is not an island. They cannot do it alone.
CEOs and Executive Teams should be constantly asking themselves how well they are doing at supporting the revenue process. Unfortunately, my experience has shown that a company’s ability to internally analyze themselves is a challenge. Existing process and pressure can get in the way of objectivity.
When was the last time you did an in-depth analysis of your company’s revenue generation process?
It’s not about reinventing the wheel. Invent your own wheel.
Sometimes I marvel at how generic people are when trying to increase sales. I read LinkedIn posts all the time that ask for the “top 3 qualifying questions to qualify a lead”. How would anyone know the top 3 three questions for a product they haven’t seen?
“What are the best questions you ask to identify a need for your product?” That’s not going to help you build a sales process.
A sales process starts with the buying process. How do people/companies buy your product/service? Who are these people? What are their roles? How do they evaluate vendors like you? Products like yours? Who’s budget? The functional department? IT? Marketing? How strategic is your product (think software) versus an operational solution to an everyday issue (think paper).
There are no generic sales processes. There are no generic questions to be asked. Each company must create a sales process from scratch. Don’t think of it as reinventing the wheel. The wheel doesn’t exist yet. You need to create a process that is unique to your company, product, and target customers.
Would you post a request on LinkedIn for the best presentation someone has used? Of course not. It has to be specific to your company and product.
Just like your sales process.
SalesClinic, through dozens of Salesforce implementations has discovered that there is one constant with most Salesforce customers. User adoption is a challenge.
Why is it so difficult to understand the accuracy of activities, pipeline and forecasts?
It’s difficult because Salesforce Admins and Sales Management have no idea who is properly using Salesforce. Until now there has been no way to gauge if users are actually using the tool or simply signing on and getting phone numbers and addresses.
To address this very common problem, SalesClinic has partnered with Applango.
Applango has a solution to this challenge through a usage analyzer that provides all of the data and information required for Admins and Management to identify users that may need additional coaching and training. It also identifies how well processes within the Salesforce application are being adhered to by the users.
Applango for Adoption Infographic
SalesClinic’s analysis and testing of Applango’s market from a sales perspective has resulted in a better, segmented sales strategy, with a plan and process that are now resulting in significant revenue pipeline growth. By supplying Telesales and Field Sales resources for hands on selling, SalesClinic has provided both strategic and logistical sales support.
As part of SalesClinic’s sales process development, we’ve been able to change the expectation of prospects from a “free trial” to a Salesforce Usage Analysis that actually provides value in the first two weeks. Most SaaS solutions allow you to attempt using their solution as a test. Applango’s sales process provides actionable user data for their prospects.
SalesClinic continues to work with Applango to identify and close potential customers. Our hands-on experience allows us to recommend adjustments to the sales process to ensure Applango exceeds its revenue goals moving forward.