At Growth Orbit we help our clients align their sales processes with how their customers buy, improve their ability to accurately forecast their sales, and establish a solid, predictable growth revenue formula to achieve their growth plans.
We conduct critical research on your total addressable market and provide guidance on adjustments to make to your sales strategy. We do the work, you get the results.
10 Characteristics of High Performing Sales Organizations
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''The majority of our sales team under-performs.''
Traditionally, organizations have used sales performance measurements to provide continual feedback, coaching, and development. An organization’s performance management requires a long-term view toward skills and capability development, while simultaneously being unafraid to experiment and drive performance with enabling technology and tools. The organization should focus on the upper boundaries of performance instead of measuring against the minimum. Success must be continuously celebrated, under-performance quickly addressed, and the bar continually raised. Let us show you how to maximize your sales team’s performance.
Motivation…one of the most important words in every sales organization. Although many tactics exist and numerous books have been written on ways to inspire your team, too often, sales leaders’ resort to a few, often misguided methods (let the beatings begin). If your sales team isn’t performing, you must first identify where the process [if there is one] is breaking down. Measuring sales effectiveness requires a defined process to measure against. However, more often than not, sales leaders simply measure their sales team’s activity. Yes, this leads to an increase in activity, but does it improve results? The secret lies in defining a sales process that aligns with how your customers buy. Then measuring your team’s ability to move prospects through their process to win new business. Let us show you how.
''Most sales reps' activities don't cover their cost.''
''The sales organization is consistently under-performing and it doesn't seem to bother them.''
Culture is at the heart of every organization. It defines the way an organization interacts with its employees, its vendors, its customers, and its prospects. It is the foundation that guides a team and motivates people. It also is instrumental in attracting and retaining great talent, as well as creating an exciting, happy, and fun work environment. A great sales culture is the result of an organization’s values, practices, and behaviors. To change culture, you must first change behaviors. Let us show you how it’s done.
The ground is shifting in the way buyers behave. Your customer’s buying journey is more complex than ever before, with an ever-increasing number of participants. This is new and challenging territory for even seasoned salespeople. Organizations must properly prepare, retool, and align their sales efforts with this new buyer driven world. Knowing what really drives your customers to act, the bridges they must cross, and aligning your efforts to support their journey are critical to success. Let us show you how.
Sales results are a trailing indicator of sales and marketing performance. When results fall short, it is too late to do anything about it. Too many salespeople confuse work and activity with sales progression and continue to fall short of plan. The secret is to manage the activities your customer is taking as they move through their buying process. Yes, it’s easier said than done, but let us show you how to align your sales efforts, manage customer activity, and maximize success.
''Our salespeople are working hard, but we just aren't seeing the results we expect.''
''We are consistently missing our sales forecast.''
Build more pipeline! How many times have you heard that? But what if more activity or even more leads is not the answer? The key lies in knowing your customer’s buying journey and aligning your sales efforts with how they buy. Let us show you how to assess your current sales process, design one that aligns with how your customer buys, improve sales effectiveness, and accurately forecast sales.
More Accurate Forecasts Begin with Knowing your Customer Better
Your customer’s buying journey has become more complex with an ever-increasing number of participants. Modern forecasting requires processes to identify buyer movements through every stage from first touch to closed-won in your pipeline.
Data is Power
Powerful Tools, Poor Data
Nearly all sales teams use a CRM solution, however, salespeople lack the discipline to enter important data citing that doing so takes time away from selling.
Mill Heiman Group, 2020.
Slightly Off Target
Approximately 4 out of 5 of sales organizations miss forecasts by more than 10%.
Securing the Sale
Not a Done Deal
More than half of the deals forecast by sales reps never close.
CSO Insights 2018 Sales Operations Optimization Study
''We have a plan. We have a strategy. But, sales consistently falls short.''
Sales strategy is the fundamental road map to sales success. It lays out a sales organization’s vision, gives step-by-step direction, and defines the tactics used to achieve goals. It must be well-articulated, organizational wide, and understood by all stakeholders. In addition, it must be effectively and passionately deployed. Without it, success is left to chance. Let us show you how to create and implement a sales strategy which will yield consistent, predictable results for your team.
How you do things matters…especially if you want consistent and scalable outcomes. Creating, refining, and executing a defined sales process, one that aligns with your prospective customers’ buying process, is central to consistent and predictable sales performance. It gives your reps a framework to predictably close deals. Without a defined sales process, or with one that is poorly designed, an organization is dependent upon the individual tactics and skills of salespeople, which will yield inconsistent and unpredictable results. Let us show you how to align your sales process with how your customers buy.
''Sales performance is very unpredictable and inconsistent.''
''We do not have a formula for predictable revenue growth. ''
In today’s world, the struggle to achieve predictable sales results is real. Growing a successful business always has been difficult, but with so many uncertainties, the challenges sales teams are facing are indeed ‘unprecedented’. So how do you overcome these challenges and ‘turn lemons into lemonade’? The answer is using technology, knowing your customer’s journey, understanding their pain points, and clear communication. Let us show you the way.
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