Successful organizations often function like a well-oiled machine. Typically, there has to be a general understanding of what it will produce at any given time under a set of circumstances. This is almost like science, black and white, but ready to adjust for new conditions, able to adapt and improve with technological advancement.
Now consider the operations department with this “well-oiled machine” like business. The operations manager can tell you how many units will be produced in a specific duration. They can outline protocol in the event of various situations that provide very clear outcomes they can easily execute. They know their KPI, their scrap rate, and provide high level of certainty. They are also able to rapidly adjust for new technological implementations to their process, even though what they do is highly technical. This black and white approach is common within many verticals of business today. If something so highly technical can be black and white, then why is sales grey?
The realization is that sales is not grey, we simply have been trained to view sales differently. We have deemed it acceptable to gamble on massive investments in sales training, marketing content, and advertising. Then, at the end of the day we go all-in with the sales rep hoping they get the job done. 58% of sales reps don’t get the job done, and it’s a grey area as to why this is the case for most companies. We can speculate as much as we want, and continue to be under the impression that this is not black and white.
Now what if there was a way to eliminate the grey and establish tangible Sales KPI’s?
Well this is the reality of what is available today in the Adaptive Sales Enablement space. If you didn’t know this, you are already behind your competition. Your sales reps activity can be just as black and white and tactical and any other vertical within your organization. Every division of an organization must work together as a whole in order for the investments in various areas to pay off with total impact. Sales and Marketing can work together using a sales enablement strategy. If sales is the outlier, then the spending in marketing and training will not yield an ROI the vast majority of the time over and over again. This is simply a matter of realizing the urgency to start treating sales the same way as its fellow components must run, in order to sustain being a well-oiled machine.
Have you discovered a sales enablement strategy that will eliminate "the grey"?
