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By Daniel Birke, David Sprengel, Jochen Ulrich, Michael Viertler

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75 views3 pages

By Daniel Birke, David Sprengel, Jochen Ulrich, Michael Viertler

sales articlesales articlesales articlesales articlesales articlesales articlesales articlesales articlesales articlesales articlesales article

Uploaded by

seesawupndown
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
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4 WAY S T H E B E S T S A L E S T E A M S B E AT T H E M A R K E T

By Daniel Birke, David Sprengel, Jochen Ulrich, Michael Viertler

Mansi Kulkarni
14020241033
Div A
MBA IB (2014-16)

THE CURRENT MARKET


Sales leaders must rethink how they source leads,
manage pipelines, and sell more effectively

Customers today use an average of six channels during the buying


process
Number of channels available to them is only increasing
Emergence of Digital channels Most B2B purchases are done
digitally
Competition is increasing

HOW SALES TEAMS ACHIEVE


THE SUCCESS

They measure sales ROI differently


Measure sales cost against gross margin or profit (EBIT)
A strong quality instead of quantity focus on their highest-performing
partners
They keep sales costs low
The best of them keep their costs lower than their peers do
They also invest in processes and training that cut costs
They free up their salespeople for selling
Front lines sales reps are three times more productive than their peers
They also need to have a look at their sales support systems
automate, streamline, delegate, Close
They use as many channels as they can
Sell across multiple channels and achieve more than 40% higher sales
ROI than companies wedded to a single channel model
Recognizing that not every channel is optimal for every product

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