Revenue Growth Challenges
In a May, 2007, article featuring a Fortune 50 client of Sales Research Institute, Selling Power magazine provides an analogy that underscores the importance of getting at the root cause of revenue-growth challenges rather than periodically treating the most pressing revenue-growth bottleneck.
The Integrate™ System has helped us establish standardized marketing and sales processes across over 100 individual publications. By linking the Integrate System into our CRM system, we are now able to ramp-up new hires, introduce new offerings, and share best practices horizontally across business units.
Trying to solve an isolated problem in sales, such as your team's consultative selling or closing skills, is a little like playing that old whack-a-mole game. No sooner do you eliminate one problem than a new one rears its head. Fix the new one and a third pops up. Then, with your focus elsewhere, your team's old habits from that first problem reappear. Eventually you realize that all the moles are connected at a deeper level and you'll never be rid of them unless you dig down into the game and do some serious rewiring.
The analogy explains the frustration that many companies face on a daily basis in attempting to treat sales effectiveness symptoms instead of focusing on the real underlying problems that inhibit revenue growth. The Integrate System is designed to solve the common underlying problems related to growing revenue.
The revenue growth challenges addressed by the Integrate Selling Chain System
- Improve sales effectiveness - specifically focusing on the conversation between the Salesperson and the customer
- Develop consistent and measurable "sales ready" content
- Better integrate Marketing and Sales
- Reduce new hire and business partner ramp up time
- Make Business Partners, Distributors, or Resellers more productive
- Improve cross-functional communication and Sales Support resource allocation
- Shorten the length of the sales cycle and improve closing ratios
- Enhance the ability to innovate as an organization
- Reinvent marketing and sales strategy to build and sustain a competitive advantage
- Develop and implement a process for seamlessly integrating the Marketing and Sales organizations during a merger or acquisition
If your organization does not have an integrated system to overcome the common underlying challenges to grow revenue, you may be playing the whack-a-mole game and not realize it.
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