The challenge of installing a collaborative, repeatable, scalable sales process within a sales organization is a recurring and urgent theme for companies. It’s not enough to have a few sales stars hit plan. Sales organizations can only thrive if their cultures are collaborative, and if there are indicators that reliably show how team members are performing.
The top three things to consider when building a scalable sales organization to drive revenue growth: taking a longer term view of the sales pipeline and process, building on a continuous customer and sales rep feedback loop, and creating performance metrics and standards based on rate and frequency of customer engagement relative to close ratio.
Sales leaders talk about the steps they took to create a sustainable sales process, going in depth on their collaborative selling strategies, performance metrics and financial results their changes have produced.