In their 2011 Sales Performance Optimization study, CSOInsights ranks this year’s top B2B sales effectiveness initiatives for Chief Sales Officers. The leading three responses are:
- Revising / Enhancing Lead Generation Programs
- More Closely Aligning Sales and Marketing
- Revising Sales Process
Unsurprisingly, these B2B sales effectiveness priorities are very similar to prior CSO Insights studies, and not that different from sales best-practices as reported by other researchers like Forrester, AberdeenGroup or IDC. What is surprising is how many Sales Leaders struggle at actually implementing their own initiatives! Consider these observations from CSOInsights on the 2010 sales results section of that same study.
- Win Rates of Forecast Deals Remain Flat
- Sales Management Training Effectiveness is Dropping
- Rep Access to Managers is Decreasing
- Without Process and Tools, Managers will Struggle to Succeed
How 3FORWARD can help CSO’s increase their sales team’s effectiveness.
It’s not that most sales leaders don’t know the right things to do to improve their sales results. Many however do lack the time and resources to make the needed changes in their sales processes – while managing the team to the current year’s goals.
In addition to sales effectiveness consulting we give you time back in your day by taking care of important projects like sales process design, account planning, new market entry plans, forecasting / pipeline dashboards and even sales transitions. So, you can concentrate on what you do best – getting the most out of your sales teams.
3FORWARD helps Sales Leaders stay focused on hitting current year goals while we complete critical, but time-taxing things you need done behind the scenes.
We help Sales Leaders achieve their revenue goals faster with services such as:
- Sales and Market Plans – entering new markets
- Sales Leaders Dashboard – lead, pipeline, forecasting, account activity
- Sales Strategy & Process – define your best-in-class selling process
- Sales Transition Management – redefining sales strategy, culture, model
We HAVE done this before.
Our goal is to quickly and permanently help you improve sales effectiveness and performance with game changing, best-practice processes you then manage on your own. We complete most of our custom sales programs within six weeks or less, and sometimes just a day or two with you and your sales managers is all that is needed.
What makes our sales effectiveness consulting services different? Because we’re more than consultants, we roll up our sleeves and dig in to get the job done. We take time to listen to you and learn about your industry and everyday sales challenges. And we know the complexities of B2B sales pipelines and sales cycles. If you are interested in improving the effectiveness of your sales force, contact us and let’s talk about how we can work together.
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