Like many business projects, sales effectiveness projects are often focused on the big 3 – Increasing revenue, cutting costs and/or reducing risks. When we talk to sales leaders, the primary stated business objectives of sales transformation projects usually tie back to increasing revenue – capturing new accounts, improving up-sell and cross-sell, increasing renewal rates, increasing revenue per seller productivity.
I was driving on the “top end” interstate in Atlanta, and the Elton John song, “Levon,” came on the radio. It prompted me to think about partnerships and how there have been famous collaborative groups and song writing partnerships through the years (Lennon/McCartney, Jagger/Richards, maybe Macklemore/Ryan Lewis for a more contemporary example). What I find really interesting about the Elton/Bernie arrangement is that it’s not really about collaboration, but rather about specialization.
Across the years we have worked with many different clients in different industries, trying to solve a variety of their sales related challenges. Many of our clients state that they want to “improve sales effectiveness.” However, we have observed there are many variations to perceptions about what that means; improving a sales process, gaining traction on utilization of sales tools, sharpening-up recruiting, enhancing selling skills through coaching and development - You can take your pick.