Over and over again in our professional experience, we have seen companies replace their entire sales team when revenues are consistently not met. Expensive, reactive, and rarely successful, this strategy initiates a cycle of hire and replace that negatively impacts sales productivity and revenue.
Conversely, it is much more cost effective to build the infrastructure and processes before hiring (or firing) sales talent. Generating qualified leads and expanding the pipeline are crucial to any team’s success.
Our Sales Optimization Service consists of a set of marketing and sales best practices—including designing effective lead generation programs, scripts and tools, compensation plans, forecasting, training and development, and more—designed to help you address gaps that exist in your current sales and marketing organizations, with the end goal of consistently meeting and exceeding your revenue objectives.
Our team of professionals has the knowledge and skill-set necessary to accelerate the conversion of opportunities into revenue. Our best practices methodologies are focused on analytic measures of performance and continuous process improvement. Our clients typically realize a 200-300% growth in pipeline and sales within three months of implementation.
An example of the tools in our Optimization Practice is a unique and powerful methodology that we developed and tested in dozens of companies like yours, called Four Funnels Management.
Four Funnels Management provides an integrated orchestration of your sales and marketing efforts, starting with raw leads in the first funnel, and ending up in your sales forecast (fourth funnel). By working the numbers backwards from your targeted revenue, we can predict and develop the size of each funnel, both in terms of quantity and time needed to deliver the quantity.
With SOMAmetrics, numbers always matter. There is no guesswork.
The SOMAmetrics Four Funnel Management system is now a cornerstone our Sales Optimization practice, enabling Marketing and Sales to work in tandem to produce a single outcome—meeting and exceeding the targeted revenue level quarter after quarter.