Your marketing investment produces leads that are turned over to sales. Your sales team takes those leads and attempts to qualify them and convert them. What is that conversion rate? Why isn’t it higher? Do they complain about the quality of the leads they are being given? Performance Factor can help with this challenge.
- Is your sales team getting as many wins as you would like?
- At what rate do they currently convert opportunities to revenue?
- Do they have the right skills to build a compelling case for your solution?
- Are they armed with the most effective data and tools?
In the continuum of lead generation to conversion, the sales organization does much of the heavy lifting. They are the ones accountable for revenue, for accurate forecasting, and for competitive differentiation. Many organizations assume their sales people can sell. While clearly they have been successful selling or you most likely would not have hired them, the market, competition, and buying dynamics changes constantly. What made them successful will never be enough to keep them there.
The Performance Factor team has twenty years of training, developing, and coaching sales people selling in some of the most challenging markets. Our approach is not cookie cutter or one size fits all, but is customized to address the specific skill and learning gaps your organization is struggling with. Additionally, we work with your marketing team to bridge the gap between sales and marketing through a shared accountability for growth and revenue. We also work with marketing to customize sales tools and dashboards that will help your sales professional sell more.