Head Sales of any B2B organization has to constantly fight with
the challenge of Cost of Sales vs Sales Productivity.
In direct sales team model, organizations want Cost of Sales
LOW while Sales Productivity to remain HIGH. It’s easier said than done. Low
cost means lower skill set which generally translates to low productivity.
Organizations try to implement Channel model to improve
Sales Productivity while keeping Cost of Sales in check. This model though
popular but has intrinsic problems attached to it. The cost of sales difference
is not too large compared to the direct model, channel focus towards your product /
service always remains a concern.
What shall organizations do to maintain the above equation?
·
Develop a Strong Qualified Lead Generation
System : More qualified leads means less effort to close sales thus improved
productivity
·
Sales Pitch: Majority of time customer does not
understand “what benefits will he get if he buys your product / service”. Crisp
& to the point communication brings more conversions.
·
Review your Sales Process : A robust process
improves your sales acquisitions by 20-50%
·
Training : A highly motivated and informed Sales
Team closes deals faster
Saarthee Infoserve (www.saartheeinfoserve.com) is a
sales and strategy consulting organization serving Entrepreneur’s, SME’s &
Enterprises in India. We help implement proven methodologies in organizational
ecosystem to maximize their sales productivity and effectiveness to create a
high performance organization.
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