At 3S, we have provided management consulting services to multiple world-leading B2B companies for many years. We assess sales organizations, design sales management performance systems and implement sales strategies.
However, we have always missed a tool that lets Sales Directors connect sales strategy to sales operations. A tool that makes sales managers lead instead of follow sales. A tool that enables real sales excellence.
So we decided to create it ourselves, and here is how we reasoned when developing SalesGoal.
In the fast-paced world of sales, Vice Presidents of Sales leading large distributed sales organizations face the challenge of achieving sales excellence. To succeed it is essential for VP Sales to shift their focus from analyzing historical data to influencing the future. Activity-Based Management by Objectives (A-MBO) provides a powerful framework for VP Sales to drive sales excellence by looking forward and embracing proactive strategies.
Alignment with Strategic Objectives and a Forward-Thinking Approach:
It ensures that sales activities are directly aligned with strategic objectives. By defining clear objectives that support the overall organizational strategy, VP Sales can guide sales teams toward desired outcomes. This alignment enables sales professionals to focus on high-impact activities that contribute to long-term business goals, ultimately driving sales excellence.
Targeted Resource Allocation:
It enables VP Sales to optimize resource allocation by directing efforts toward activities that yield the highest impact. By identifying key objectives and aligning resources accordingly, sales teams can maximize their productivity and achieve desired results.
Performance Management and Accountability:
It provides a structured framework for measuring performance and holding sales professionals accountable. By defining key performance indicators (KPIs) and setting specific targets, VP Sales can monitor individual and team progress effectively.
Continuous Improvement and Adaptability:
it encourages a continuous improvement mindset within sales organizations. Regular evaluation and analysis of sales activities allow VP Sales to identify areas for improvement and implement necessary adjustments. By leveraging feedback loops and encouraging innovation, A-MBO enables sales teams to adapt to changing market dynamics and continuously optimize their performance.
Collaboration and Knowledge Sharing:
it promotes collaboration and knowledge sharing among distributed sales teams. By aligning activities and objectives, sales professionals gain a deeper understanding of each other's roles and can work together more effectively. This collaborative environment facilitates the exchange of best practices, and drives collective problem-solving, ultimately leading to sales excellence.
All these benefits are encompassed in SalesGoal.
Download our Whitepaper for more about the background.