In every modern sales environment, dozens of variables must be addressed and aligned to drive predictable results. These include training, onboarding, compensation, messaging, demand creation and much more.
Throw into that mix the complication of managing a multi-generational sales team and things exponentially get more difficult.
For Jennifer Brandenburg, vice president of worldwide inside sales at GE Digital and a keynoter at next week’s Revenue Summit, the key to aligning these variables comes down to two things – process and accountability.
“You absolutely must be consistent and accountable to the same process across all of your teams, especially with multi-site and multi-national sales organizations,” Jennifer says. “Unfortunately this state exists in less than 5 percent of sales organizations today.”
Focusing on key pillars such as process and accountability allows Jennifer and other sales leaders to break down key process-driven components into actionable formats. This includes lead and opportunity stage definitions, buyer personas, pipeline development