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𝐂𝐥𝐚𝐫𝐢𝐭𝐲. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭𝐚𝐛𝐢𝐥𝐢𝐭𝐲. These are 2 strategic keys to superior sales performance that I have witness at GE, Microsoft, Amazon, and my current role.
Taking on accountability with clarity seems so simple. Yet, the challenge is in the execution.
According to Forrester, the average quota attainment for B2B sales organizations is only 47%. However, by aligning your people, process, and systems with your revenue outcomes and GTM metrics, the magic of sales enablement reveals itself, scaling your impact, exploding your deal size, win rate, and ultimately, your revenue.
How do you get there? For me, it's about focusing on revenue generating initiatives, breaking down silos with clear processes and accountabilities, and making data driven decisions. In parallel, building relationships to obtain input for sales operational excellence, not just across the c-suite, but through the entire organization, including sales team members.
This exercise in cross-collaboration with the c-suite and all levels provides the foundation for mapping sales quota to KPIs for operational excellence. With a consistent sales pipeline process, we are driving a 15-25% increase in wallet share so sales teams can hit their targets.
It all begins with clarity backed by team member accountability.
Leadership Skills
● Coaching and mentoring
● Cross-functional team leadership
● Operational excellence
● Strategic execution
● Relationship building
Technical Industry Expertise
● Enterprise business operations
● Sales operations
● SaaS
● Establish sales quota and KPIs
● Six Sigma Master Blackbelt