In last week’s blog, we discussed how sales operations can become more strategic in order to help organizations achieve its sales objectives, by proactively setting their priorities. Today we explore another way sales operations can do this—by taking on more of a leadership role instead of a doer role with the core activities they manage.
Sales process maturity leads to higher sales performance Click to tweet
Our research confirms year over year: the deeper the customer relationship and the more mature the sales process, the better the sales results. We measure this using the Sales Relationship Process Matrix (SRP Matrix), a framework for assessing sales effectiveness. At CSO Insights, we use the SRP Matrix to plot organizations on two axes: depth of customer relationship and maturity of sales process. Then we analyze key performance indicators such as revenue plan attainment, quota attainment, win rates and attrition. Click here to read more about
