4 Ways the Best Sales Teams Beat the Market

4 Ways the Best Sales Teams Beat the Market

Mansi Kulkarni14020241033Div AMBA IB (2014-16)By Daniel Birke, David Sprengel, Jochen Ulrich, Michael Viertler

The current market 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

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

How sales teams achieve the success They measure sales ROI differentlyMeasure sales cost against gross margin or profit (EBIT)A strong quality instead of quantity focus on their highest-performing partnersThey keep sales costs lowThe best of them keep their costs lower than their peers doThey also invest in processes and training that cut costsThey free up their salespeople for sellingFront lines sales reps are three times more productive than their peersThey also need to have a look at their sales support systems automate, streamline, delegate, CloseThey use as many channels as they canSell 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