This week Richard Eppel and I published a white paper to shed light on the impact that cross-functional processes and behaviors have on the efficiency and effectiveness of the sales team. “The Internal Forces that Empower or Impair Sales” helps the sales executive build a business case for improving culture and processes, including calculating the hard and soft costs associated with misalignment.
The paper is free to download at http://revenueintensity.com/wp3
The timing of the white paper is not coincidental. The books just closed on the first quarter of 2011. How are you feeling about the company’s revenue performance? If you are responsible for the revenue number, either as the company’s head of sales or as its CEO, are you totally satisfied that your revenue engine operated at peak performance? Or, are you frustrated that the entire organization wasn’t more effective and efficient at creating revenue growth?
Did the VP of Sales have to spend more time campaigning inside the company for better processes and support than he or she spent in the field with prospects and customers? If so, this is a warning sign that departments upstream from Sales—Marketing, Product Development, Operations, and Accounting—are not well-aligned with Sales and with the customer.
Download our new white paper to gain fresh insights for how to transform cross functional teams to better support Sales.