Here’s Why Sales Execution Matters More than Ever…

For the last several years, most organizations have been operating with a ‘growth-at-all-costs’ mindset, allowing them to prioritize top-line growth over bottom-line results.

However, as a bear market sets in, the new call to action is ‘predictable, efficient growth.’ The market is quickly illuminating every organization’s , which is the difference between a company’s actual and potential performance. The root causes of this gap — inefficient prospecting, inconsistent deal management, and inaccurate forecasting — are becoming acutely painful.

The Sales Execution Gap manifests itself in several ways across the revenue organization:

Sales Execution Gap Sellers and SDRs stuck with manual, tedious prospecting workflows fall short of their pipeline generation targets.

Account executives and managers lack the tools to execute the right selling steps, at the right time, with the right buyers — causing their deals to stall out or die.

Revenue leaders who can’t see the true health of their deals are forced to use gut intuition and incomplete data when managing their pipeline and forecasting.

Revenue organizations have historically relied on adding more sellers as their primary lever for driving growth.

With the current global economic downturn, sales leaders and their organizations are now faced with a mandate to hit the same sales targets, but with less budget and sellers to drive that growth.

Revenue organizations must become more efficient and productive to deliver the same number with fewer resources.

While most organizations are focused on surviving this storm, some are taking this opportunity to recalibrate their revenue machine by building greater efficiency, predictability, and growth — setting themselves up to overcome this chapter with a competitive edge.

A new category of technology known as sales execution platforms helps drive revenue by increasing productivity with their existing headcount while also reducing costs.

Sales execution platforms deliver an end-to-end system of action for sellers, managers, and leaders by consolidating the most impactful sales tech capabilities — such as engagement playbooks, conversational intelligence, mutual success plans, and revenue intelligence — into a single pane of glass.

Automated data capture across a full lifecycle of deal activities enables sellers to focus on high-value selling activities while also providing managers and leaders with unparalleled insights into the health and trajectory of their business. The convergence of these capabilities onto a single platform is helping organizations optimize their fundamentals and close the Sales Execution Gap.

The right sales execution platform enables revenue organizations to generate more pipeline and win more deals with their existing team by increasing seller productivity, improving sales execution efficiency, managing forecast risk, and reducing costs through vendor consolidation — all of which are vital in a challenging economic environment.

However, the ever-evolving sales technology landscape can make it difficult to distinguish between real solutions and more problems in disguise.

Schedule a complimentary strategy session with us if you want to learn how to make it easier. We'll walk you through the technology trends to keep in mind and the key capabilities that distinguish sales execution platforms from point solutions.