READ THE COMPLETE POST AT http://www.fourquadrant.com/increase-sales-by-providing-the-right-sales-resources-in-the-sales-funnel/
Increase Sales by Providing the Right Sales Resources in the Sales Funnel.
Fundamentally, the way to increase sales is to provide the right sales resources to the sales rep at the right time in the sales funnel. The purpose of Sales Enablement is to align the people, processes and systems within an organization to produce deliverables. By incorporating managed and repeatable processes, Sales Enablement increases sales conversion in the sales funnel. Simply put, Sales Enablement makes sure that a sales person has the right sales resources, at the right time and in the right format to drive deals successfully through the sales funnel.
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1. Read The Complete Blog Post
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Increase Sales by Providing the Right
Sales Resources in the Sales Funnel
2. Lead routing
Sales force automation system
Marketing automation system
Corporate fact sheet
Nurture paths
Account research
Prospecting emails and scripts
Sales portal
Presentation
Data sheet
Brochure
Quick reference guide
Success Story
White papers
Analyst reports
Sales playbook
Competitive, market trends and
industry statistics
Use cases
RFP database
Demo's
ROI
POC
Strategy demonstration
Project management demonstration
Configurator
Pricing & Quote
References
Executive assurance
Onsite visits
Implementation process
Sales Stages
Marketing Qualified
Lead
5%
Sales Qualified
Lead
20%
Upside Leaning
40%
Closure Most Likely
60%
Sales Requirements
Sales Resources – Sales Conversion
Legal
Executive management
In Purchasing
80%
Onboarding
Closed Won
100%
Target names and titles ID‘d
Right industry, geo and size
Potential for business pain suspected
Have agreed to meet
Willing to engage in a meaningful
conversation
Sales Tools
A live project identified
Solving the business problem is high on
their priority list
Business & technical requirements
Cometitive review in progress
Building a business case
Action plan agreed upon by the Client
Competition identified, on shortlist
Have met with the sponsor
50%+ chance of winning
Have access to executive sponsor and
other key influencers
Technical win confirmed by sponsor
Commercial win confirmed by sponsor
Have met w/Exec Sponsor
Agreed on the next steps to complete
the PO and/or contact
Time line is well known
Decision in our favor
Pricing and terms negotiated and
complete
In procurement stage
Timing known
Purchase Order and/or contract received
Accepted by finance and revenue-able
4. Questions to Ask to Gauge Sales
Effectiveness
What sales resources are available by sales stage?
Has there been an assessment of the Sales Enablement function?
What is the utilization of the sales tools that have been provided?
What resources do the most successful sales people use and when?
Who is the subject matter expert for topic x, y and z?
Who creates the content that is most valued by the sales team?
What content is most used by the sales team?
Have the roles for all supporting functions to the sales process been
identified?
Is there an automated, self-service infrastructure to supply what sales
reps need, when they need it and is it in a sales-ready format?
Is there a feedback mechanism to evaluate, update and create new
resources for use in the sale cycle?
Are there metrics to evaluate the effectiveness of sales resources?
Are there metrics to evaluate the efficiency of sales resources?