Strategies to Increase Your Team’s Effectiveness

Building a World-Class Sales Team

lenati.com | info@lenati.com | 800-848-1449 | @Lenati

*Aberdeen Group

17% increase in year over year revenue

87% of sales reps achieving quota

7% increase in average deal size year over year

7% improvement in the average sales cycle*

Results of an Effective Sales Team

*Sales Management Association

Top Sales Effectiveness InitiativesWhile many things can create an impact for effective sales teams, these are the top initiatives that will move the needle for most organizations.*

Ensure the Right Customer

Coverage Plan

Increase the Impact of Each

Customer Interaction

Create a Performance-focused Sales

Team

Implement Sales Enablement

Ensure the right coverage planDetermining how you will deploy sales resources starts with a deep understanding of who your customers are and how they buy your product. Aligning your sales model to your customers allows you to develop the appropriate team segmentation, structure and roles to appropriately engage your customers and maximize revenue results.

Inputs

BUYER JOURNEY

Sales Structure

Identifying team structure based on segmentation needs

TEAM DESIGN ROLE ALIGNMENTTEAM SEGMENTATION

PRODUCT

FUNCTION

TECH

Specifying roles by a

combination of:

Discrete Function

(prospect/qual),

Product Specialization

(new launches,

emerging)

Technical expertise

(deployment, pre-sale)

Grouping salespeople based on a segmentation strategy

Enterprise

Mid-Market

SMB

FIELD

INSIDE

CHANNEL

EVALUATE THE MARKET EVALUATE THE CUSTOMER

Increase Customer InteractionDefine the customer experience strategy around the buyer journey and your business goals. Build a process that is relevant to each segment and each customer and a content strategy that reaches customers at the right time with the right message.

MarketingSales

Content StrategySales Process

Create a Performance-Focused Sales Team

Define performance goals and set

KPI target values

Link sales performance to business

goals

Define evaluation criteria for sub-

standard, acceptable and excellent

Design and implement repeatable

process for collecting

measurements and performing KPI

calculations

Design effective tools for tracking

and communicating progress

Provide a measurement system

that allows executives to monitor

performance and trends

Map results to actionable programs

to close gaps

Identify repeatable process for

updating and publishing

Performance

Dashboards

Identify key drivers for reaching your strategic objectives and translate them into measurable targets so you can monitor behavior and performance that influence results.

Align compensation model to

business goals

Initiate sales contests

Develop top performer profiles &

best practices

Consistent, compatible with roles

and with clear consequences

Incentives and

RewardsKPI’s and

Success Metrics

Implement Sales EnablementConnect your go to market strategy and sales execution, ensuring that sellers have the right content, tools and resources at each stage of the buyers journey, focusing on improving customer experience and seller efficiency.

Measure and optimize content

performance

Assess sales usage and impact

Monitor customer engagement

Analyze results to determine

sales efficiencies

Drive consistent process, people

and technology

Optimize content across the

entire customer lifecycle

Develop a cadence for

continuous feedback loop

PerformanceAnalytics

Invest in Technology

Align Sales &Marketing

One system that provides

complete visibility into the entire

lifecycle of sales content across

marketing, sales and customers

Equip sellers with the tools they

need to engage effectively with

buyers at the right time

Connect content usage with the

performance of every deal

Investments in Sales Force Effective Programs Deliver, on Average, 4-8% Incremental Revenue Growth.*

*Sales Management Association

What sales effective initiatives are going to have the most impact on your business?

• Customer Coverage Plans see about a 5% increase in revenue• Increasing Customer Interaction sees a 8% increase in revenue• Creating a Performance focused team results in roughly a 5%

increase in revenue• Enabling Sales Operations results in about a 4% increase in revenue*

lenati.com | info@lenati.com | 800-848-1449 | @Lenati

Need help determining which sales effective initiative will have the biggest impact on your sales team?

Our Sales Performance Team can help you develop sales strategies and implement analytics, process, and enablement that drive improved sales revenue, productivity and overall performance.

Lenati is a marketing and sales strategy consultancy that helps companies acquire, grow, and retain customers. Our clients come to us to build market leadership, whether through radical innovation or intelligent evolution.

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