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.
If you want to understand your sales process, start by asking why you’re winning or losing your deals. This simple question can uncover a whole host of misalignments -- and misalignments are what plague the sale process in most companies. For example, ask your sales team the number one reason they lost deals, and they’ll likely say price.