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How to choose the right metrics?

In today’s world, hundreds of metrics are available to gauge the performance of a company, and the main focus of management should always be on sales and marketing alignment, as they are responsible for driving the business. Therefore, using the right metrics to measure their performance is imperative.

But the main question is “Which metrics should I look at?”

Marketing Qualified Lead (MQL) waterfall,

As a sales rep, you’ve probably already felt the disconnect between the plethora of leads that marketing gallantly throws your way, and the qualities that a prospect must exhibit before you would even consider engaging that contact.

You’re not alone, and it’s not your fault. More likely than not, Marketing is working with a different set of goals and targets than you are, and though it may seem that a little sales and marketing alignment is in order, a quicker and less complicated solution is in dire need.

Does your sales process feels buried in marketing content?

We understand the confusion, you have more digital sales aids, more technology, more sales process, more sales content, etc. and everyone is telling you that it’s going to make everything easier and more streamlined when it comes to selling to your client.

But in reality, you’re spending less time actually doing your job -selling to clients- and more time sifting through what seems like endless reams of files for something valuable to use in your next sales call.

Who or what is to blame?

When sales reps are engaged, they are more productive. They're focused, involved, and enthusiastic about their job, plus engaged sales reps are dedicated to company success. They are motivated to do their best for their own benefit and for the benefit of the organization. Motivation can sometimes be an obscure practice and difficult to achieve so we've come up the best practices for unlocking a 'social' sales enablement solution. 

In this 4th piece of our 5 part series, you'll find a lighthearted guide to enabling sales reps to close more deals through a key social media technique.

Humans have an inborn desire to make connections with groups, whether it’s through a formalized social club or an informal interest forum. Psychologists find that group members hold a blind loyalty to their associates. People impulsively place value on the thoughts and opinions of affiliates and blindly ignore the thoughts of others. Psychologists label this phenomenon of illogical preference as “ingroup bias.”

“If it doesn’t sell, it isn’t creative.” David Ogilvy