A well known Industry Analyst’s research findings indicate that fifty percent of B2B sales professionals fail to achieve their quotas in a given year. To further complicate the situation buyers are evolving at a rapid pace due to Gen AI leaving many sales and marketing organizations playing catch up. At G2SAS we believe companies need to adapt their sales execution quickly. In particular, SDR/BDR Deployment, Lead Generation, Sales Execution, Playbooks, Qualification, Sales Forecasting, Sales Training, etc.
Our Approach
We apply state of the art knowledge of next generation sales enablement solutions with proven sophisticated sales and marketing experience to quickly affect changes in sales & marketing execution.
Our detailed interview process helps us understand how well your team is executing and adapting to changes in the marketplace. We can review any and all of the following areas:
- Sales Deployment
- Outbound / Inbound Lead Generation
- Demand Gen Programs
- Recognition Programs
- Channel Development
- Sales Methodology
- Demos
- Qualification
- Forecasting
- Forecast Reviews
- Win/Loss Reviews
- 1 on 1 Coaching
- Account Planning
- Account Management
- Multi Stakeholder Opportunity Planning
- Coaching
- Training
- Sales Compensation
- Sales Recognition Programs
- Contract Management
After reviewing the above we identify gaps and make specific recommendations for improvement. If desired we can then assist you on implementing the changes or support your sales leader(s) to ensure effective change management.
The following is an example of an issue we resolved where we increased Forecast Accuracy from 50% to 85%.
Business Issue: Many opportunities were slipping from one Quarter to the next causing 50% Forecast accuracy.
Root Cause(s): Lack of operational rigor at Rep level and Manager Level in regard to qualification of opportunities within a particular quarter. All Upside opportunities were treated as fully qualified for current quarter with many being forecasted only to slip.
Corrective Actions:
- Ensured consistent use of MEDDICC for Qualification.
- Divided Upside Opportunity Classification into two Classifications: Qualified Upside and Partially Qualified Upside.
- Added a rule that Partially Qualified Upside Opportunities could not be forecasted within the current Quarter.
- Taught the team how to screen out opportunities.
This simple change triggered more disciplined qualification, increased operational rigor and improved forecast accuracy by 35%.
Why G2 Strategic Advisory Services?
Deep experience and knowledge of what is working and what isn’t in today’s market is transferred to your organization to enable your sales team to execute more effectively in the shortest period of time. We deliver a concise assessment with detailed recommendations and assist your leader(s) and team on change management, enablement and coaching leveraging the latest AI tools in the market.