A quick glance at virtually any business' goal chart reveals the true definition of success: It's up and to the right. It's the same for everyone, and everyone wants to get there quicker, easier and more often. In business, the destination never changes; but, ironically, successful companies are always in a state of change.
Most C-level executives, however, report that their biggest business challenge is how to effectively manage change across their organizations while keeping the revenue chart trending up.
Companies are still trying to break into new markets by introducing new products and services, developing channels and working with new partners. Yet many have struggled to find an effective way to manage change while ensuring that employees, partners and other company stakeholders stay aligned with business objectives and executing on goals that drive revenue.
Therefore, the real challenge is to find the missing link between growth initiatives and the sales process.
In recent years, sales enablement has undergone a number of significant changes. It is evolving from a revenue-generating tool used by individual salespeople to a management platform directing enterprise growth.
There are a number of factors that come into play to assure your organization's business objectives are being met. To reach success, you must ensure that corporate execution of initiatives equals sales execution. That is where your sales strategy becomes critical.
Do not mistake sales effectiveness for tactical tools that push information to the right target. A true sales readiness strategy must examine some critical success factors. Ask yourself about your company:
Business leaders want to drive more revenue, create change and transform their businesses. Yet studies show that 70% of these initiatives fail. There's a void somewhere between best-laid plans and the realization of those plans.
In order to be successful, that hole needs to be filled if a sales strategy is to capture the best deal value. By answering the questions above, most organizations will be able to push business goals forward and move revenue up and to the right.