Please complete the form below to download a complimentary copy of Does Your Sales Operations Team Have the Right Stuff?
Sustaining growth remains the dominant issue for most management teams. Yet, many Sales Leaders focus haphazardly on driving profitable growth, and lack the operational capability required to sustain growth.
Instead of starting with the most strategic value drivers, such as understanding the sales potential of the addressable market, segmenting customers into homogenous groups, and aligning sales channels and deployment, many rush to attack lower value, high-profile pain points, such as compensation and training, or tactical issues. While others focus singularly, frequently on sales force sizing, believing there’s safety in numbers and achieving growth is about adding sales reps. As a result, few Sales Leaders build plans that align Strategy, Organization, and Execution, or possess the operational capability necessary to adapt their plans quickly and effectively to market changes.
If you cannot confidently answer all of the following questions, your revenue is at serious risk and your Sales Operations capability deserves a close review:
- What is the total sales potential of each product/service by target customer segment, and what factors drive demand?
- Which sales channels provide the best access, based on customer preferences, to target segments, and what is the profitability of each channel?
- Are we gaining most of our revenue from customer segments that are most profitable for our business model?
- Has sales implemented a strategy that clearly notes which accounts to Win, Grow, Own, and Exit in each territory?
- Have we allocated enough sales capacity to the highest value accounts?
- Are our sales processes aligned with how customers want to buy?
To assess your Sales Operations Team’s capability, take our ten point assessment featuring operational capabilities in Strategy, Organization, and Execution that are prerequisites to competing successfully in today’s environment. Fill out the form above to download your copy of the 10 point assessment.
To learn more about Evergreen Growth Advisors’ capabilities, contact us at 866-549-3191, or info@evergreengrowthadvisors.com.