Sales Efficiency

Sales Efficiency

There isn’t a magic number that defines the ideal ratio between the cost of a Sales & Marketing team and the revenue it generates. But that isn’t exactly bad news either because it means that there’s always an opportunity to improve on sales and marketing efficiency.

This can be achieved either by improving conversions at each stage along the buyer’s journey to maximize sales, or by reducing the effort required to nudge a prospect gently into subsequent stages of the sales cycle.  But truth be said, it is most often a combination of both these approaches that drives the best results.

Our sales efficiency approach broadly covers the following.

Plan

  • Understand and establish the expectations between marketing and stakeholders
  • Determine the marketing messaging, differentiation, positioning and brand strategy
  • Develop an analytics system to evaluate S&M performance.

Prepare

  • Map the as-is and develop the to-be sales process
  • Detail the as-is and develop the to-be S&M organization
  • Define functional and in-process deliverables/measures

Perform

  • Deploy a sustainable analytics system to evaluate the S&M performance
  • Systematically mandate and nurture the S&M partnership

This structured approach to driving sales and marketing efficiency has delivered the following benefits for our customers.

  • Significantly reduced the inefficiencies stemming from disconnected sales and marketing efforts.
  • Markedly improved sales which could be attributed to result-oriented conversion efforts at each stage in the sales cycle.
  • Complete awareness of expectations and accountability within the teams resulting in purposeful execution of responsibilities.
  • Complete transparency driven by measurables and analytics.