Sales Force Readiness Hurdles
Despite efforts to ensure the sales force is aligned, adoption of new messaging, new initiatives and strategies is still slow and sporadic - negatively impacting your speed-to-revenue.
Ultimately, there are 3 unnecessary sales readiness hurdles preventing you from accelerating revenue growth:
Lack of Measurement
Alignment is a leading indicator to pipeline predictability and sales results - yet you have no ability to quantify it. If you had real-time, quantifiable visibility into sales team and management alignment with an initiative, you could take proactive measures to resolve problems before they negatively impacted the pipeline and revenue numbers. Also, if your sales managers truly understood the alignment of their team, they would know in real-time who needs help and why.
Lack of Reinforcement
Most sales communications and readiness activities lack proper reinforcement - so sales people miss multiple opportunities to use relevant information on a sales call because they just can't remember it. Confident and effective field use of new information and messaging can only occur if it is top-of-mind.
Lack of Accountability
Disparate departments, systems and goals foster an environment where many share responsibility for sales force alignment, but no one is truly accountable for it. Information availability and user participation in communication and knowledge-transfer events become the "check the box" measures for success – with far too little focus on whether sales people actually retain the information and are effectively applying it in the field.
Q solves this problem by adding accountability, measurement & reinforcement to training efforts.
Click Here To View Demo