Sales Growth Teams Drive Revenue

Achieving ever-increasing revenue targets requires that new recruits and average performers are equipped with the right tools, resources, training, and knowledge. Establishing a Sales Growth Team can help you transfer sales & marketing Best Practices from your top performers to those who need them most. Use Demand Metric’s downloadable Sales Growth Team Charter template to set a mandate for this new team.

What are the Benefits of Sales Growth Teams?

• Increased Performance – when Best Practices are shared between top performers and those struggling to hit their goals, both the coach and the trainee typically increase productivity, which drives performance.
• Process Improvements – as leaders in the Sales & Marketing departments begin to analyze how they do their job effectively, suggestions for improving processes are a natural result. Gaps in training, system limitations, and other inefficiencies are identified and can be rectified by the Sales Growth Team.
• Open, Honest, Communication – establishing a Sales Growth Team is an excellent way to keep a pulse on the perceptions of your sales & marketing staff. Having a forum to informally communicate what is not working well will certainly provide insight into the real issues your team is facing.

Implementing a Results Only Work Environment

Recently, Best Buy’s corporate office implemented a Results-Only Work Environment, following focus group sessions which revealed that employees most wanted TRUST from their leadership team. Best Buy has benefited so far from reduced voluntary staff turnover, a 35% increase in productivity, and immense improvements in employee satisfaction. Use our Employee Satisfaction Survey to get started on this path.

What is a Results-Only Work Environment (ROWE)?

A Results-Only Work Environment is a modern approach to management that does not assume that physical time spent in the office equates to higher employee productivity. The goal of the program is to judge performance based on output, not on hours spent in the office or attending meetings.

What’s Required for a Successful ROWE Program?

• Self-motivated & Professional Staff – a ROWE for a contact center full of recent University graduates is not the optimal culture to implement this type of work environment. Professional Services organizations and corporate offices are ideally suited for a ROWE culture.
• Web-Based Information Systems – as ROWE calls for more ‘flex-time’ and working remotely, access to information systems such as email, phones, CRM, ERP, or other back-office systems becomes critical. Be sure to discuss your remote access policies and procedures with I/T before making a decision.
• Program Milestones & Metrics – as with any major program, gauges for success must be set-up and monitored through the entire implementation. Common Key Performance Indicators (KPIs) include: productivity, employee satisfaction, efficiency metrics, and voluntary employee turnover rates.

Align Sales & Marketing with Lead Nurturing

Sales complains that the tradeshow, web, or other leads they get are junk. Marketing says that Sales doesn’t call the quality leads they produce. Sound familiar? The basis for this common rift is a poor lead generation, qualification, scoring, and nurturing program. Read this Executive Summary to learn how to qualify, score, and nurture leads that aren’t quite ready to be handed off to sales for closing.

What is Lead Nurturing?

Lead nurturing is all about having consistent and meaningful communication with viable prospects regardless of their timing to buy. It’s not calling up every few months to find out if a prospect is ‘ready to buy yet?’ Lead nurturing about building solid relationships with the right people. Source: B2B Lead Generation Blog