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Partners
In Productivity specializes in increasing sales and channel effectiveness by
delivering high-quality information about products and services to improve
performance. We boost productivity by creating and implementing systems that
align marketing with sales and focus on the customers' buying process.
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Why Sales
Productivity Matters
A recent Bain
Capital Ventures1 study
of software companies over an 8-year period cites sales productivity as a key
indicator of a company's success.
Surprisingly, it is not…
read more…
Why Sales
Productivity Matters
A recent Bain Capital
Ventures1 study
of software companies over an 8-year period cites sales productivity as a key
indicator of a company's success.
Surprisingly, it is not:
-
First mover advantage, or
-
The amount spent on sales, marketing or
R&D.
"Sales-force productivity is the critical differentiator.
In successful firms, sales forces are 80% to 120% more productive that in
unsuccessful ones," according to Jeff Crisan, principal, Bain Capital
Ventures.
How do sales people become more productive?
According to Bain, enabling your sales representatives to clearly and
consistently tell prospects the value of your company's offerings is critical.
People buy when they believe the product or service will add value to their
organization.
Problems often arise as a result of sales people drowning
in information they can't use with customers, or not providing ways for them to
get to the resources they need quickly.
Consider another intriguing conclusion.
CSO
Insights 2004 Selling Effectiveness Report: "More than 50% of sales reps
are not meeting their quotas. Yet it is striking that the firms with a strong
selling methodology are meeting their quotas."
Increasing sales productivity
promotes success.
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The Challenge
Sales is
overloaded with too much information; much of it not customer-centric. As well
the sales process can be disrupted or broken by various factors: fast-changing
new product information and changes on the competitive front.
Are your salespeople…read more…
The Challenge
Sales is overloaded with too much
information; much of it not customer-centric. As well the sales process can be
disrupted or broken by various factors: fast-changing new product information
and changes on the competitive front.
Are your salespeople:
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wasting time searching for relevant
information?
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frustrated at not finding the information
they need when they need it?
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spending time translating marketing
information into customer language?
Do they use a sales process that complements the
customer's buying process?
Quickly evolving market data, new product information,
mergers and acquisitions, changes on the competitive front and marketing
information not reflective of the customer need are some of the factors that
disrupt good communication.
The result: even skilled salespeople are not
equipped to sell effectively.
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Our
Value
We help you
make your sales force and channels more effective by providing the critical
sales information when they need it. We communicate that information in
ways that help customers buy.
Our unique methodology allows
you to…read more…
Our
Value
We help you make your sales force
and channels more effective by providing the critical sales information when
they need it. We communicate that information in ways that help customers
buy.
Our unique methodology allows
you to:
-
quickly assess the information needs of
your salespeople throughout the sales cycle.
-
synthesize that information with practical
tools they can use.
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implement the tools and process.
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deliver critical information, when and
where they need it, to move the prospect through the sales process.
In brief, we help your salesperson sell and your customer
buy.
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1
MIT Sloan
Management Review, Winter, 2004 |
781-648-1754