Activate the Sales Force for Future Growth
When sales forecasts begin to look disappointing, many companies rely on common sales methods for short-term profits. By looking at things in a new way, you can deliver more significant, sustainable results.
Companies can generate a substantial revenue boost by focusing on getting more from the sales organization. This process, called sales activation, focuses on rapid execution of a handful of high-impact initiatives for a quick turnaround in performance.
- Target promising customers. Which customers are defecting or underbuying? Which customer leads have been neglected? Existing sales data can reveal a range of opportunities to activate dormant customers.
- Develop focused offerings. Fulfill the unmet needs of three to five target segments by reconfiguring existing, off-the-shelf product and service offerings. This may require making adjustments to pricing, service, delivery channels, sales approaches, or contact frequency.
- Rigorously execute. Quickly prototype and track initiatives to see what works, then roll out more broadly. Start with just a few pilots; it’s better to have fewer cycles of testing, learning, and improving, and to give each cycle the attention it requires.