Of all practices in the “top twelve” enterprise-level alignment, the sales, marketing, and service alignment is by far the broadest and the hardest to get right. So it is not surprising that only 35 percent of the nearly 1,000 respondents in our 2019 World-Class Sales Practices Study were able to achieve it.
Only one third of sales organizations align sales, marketing, and service around customer needs. (click to tweet)
At the same time, 95 percent of world-class organizations agreed that this alignment positively correlated to better revenue plan attainment, quota attainment, win rates, attrition, and more. So, while it may not be possible to revamp your entire customer-facing organization overnight, it is certainly worth initiating a journey in a more customer-oriented direction.
One of the problems we see is that often alignment is considered philosophical in nature. Yes, we are all focused on our customers, but here we mean something more tangible that
