As sales departments are pushing for increased win

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There are additional things you can do to help align sales and marketing. Sharing Key Performance Indicators (KPIs) like opportunities generated and closed/won business with their relevant sales and marketing touchpoints can help visualize what strategies are performing best. You may even wish to publish a shared dashboard to track progress and reward the teams when goals are met. And always make sure Sales and Marketing leaders have a shared vision and have signed off on each other’s plan. Some companies are even incorporating a Chief Revenue Officer to ensure the alignment. How to Align Sales and Marketing Qvidian has published their Sales Execution Trends report for 2015 and it’s full of stats across sales departments that should help you benchmark your own sales performance against the findings. Organizations in 2015 are making a fundamental shift toward aggressive growth.

Sales leaders must refocus on making their teams more successful by Fax Lists looking beyond tactical sales enablement and empowering sales forces with strategic end-to-end-sales execution. rates and improving quota attainment, 5 key reasons for not reaching quotas exist: 42% of opportunities ended in no decision. 41% of opportunities ended because sales was unable to effectively communicate value. 36% of opportunities were lost because sales was burdened with other administrative tasks and not spending time selling. 36% of opportunities were lost because ramping up the reps takes too long. 30% of opportunities were lost because because sales managers weren’t able to effectively able to coach reps. There’s some great insight behind these numbers! If companies aren’t ending in a decision, then further nurturing of that relationship with marketing automation, email marketing, and event and other relationship building opportunities are necessary.



If sales is unable to effectively communicate value, primary and secondary research combined with white papers, case studies and testimonials are a necessary marketing initiative. If sales is burned with other tasks, sales automation is critical – from auto dialing through to proposal management. And if ramping up sales reps and coaching points to some human resource and coaching opportunities within the organization. The infographic has other finds that sales and marketing should be paying close attention to – especially understand the customer buying process. While most customers look at the funnel, I believe they miss out on the number of environmental factors that influence a buying decision – all centering around building both trust and authority with the prospect.