A missed sales target can cause severe internal disruption, rapid decline in company valuation, and loss of management credibility – sometimes, with severe consequences.

Missing Sales Targets

All business organizations, especially those that are publicly traded, private equity owned, or venture-backed, must achieve their sales goals.

Missing sales targets is often a symptom of:

  • Inadequate systems and processes for planning and executing sales
  • Insufficient demand generation investment and production
  • Poor sales process design or adoption
  • Poor forecasting systems and processes
  • Inadequate standards for salespeople to qualify and evaluate opportunities
  • Weak sales management processes and skills to validate opportunity quality and progress
  • Misalignment with customer buying behavior and preferences

We help our clients avoid missed sales targets by:

  • Implementing sales strategies that support better closing and revenue management
    • Executing Sales Force Effectiveness studies to identify the root cause of the problem and prioritize the optimal activities, investment, and performance improvement opportunities
    • Calculating the number and value of new opportunities required from demand generation activities to achieve sales goals
    • Conducting “top-down” and “bottom-up” analyses to determine goal reasonableness and plans to “make the number”
  • Enhancing buyer-focused processes to foster greater consistency and certainty
    • Defining buyer-aligned sales processes
    • Identifying observable customer behaviors – verifiable outcomes that validate buyer alignment and progression towards a buying decision
    • Establishing effective sales management cadence and processes for inspection
  • Developing sales talent for improved opportunity management and closing
    • Training sales managers to evaluate pipeline opportunities against known standards, and to coach salespeople to collaborate with customers and secure buying commitments
    • Training salespeople to qualify opportunities and execute buyer-aligned sales methods
  • Aligning enabling sales technology to support improved revenue management
    • Providing tools, such as customer collaboration plans, that secure buyer commitment throughout the sale and facilitate a buying decision
    • Enabling easier sales process execution through the use of CRM-integrated tools and apps, and by streamlining reports for data-driven decisions

We can identify the reasons for gaps in desired sales performance levels, and develop a prioritized prescription for rapid improvement. We can then help to implement that solution to quickly fill performance gaps and return the sales team to full productivity.

Sales Collaboration Plan

Reduce potential losses to “no decision” – or eliminate them completely – by using this simple tool.

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