Sales Productivity

The IT market place is both dynamic and competitive. Changing user requirements and priorities, together with the continuous release of new products and services, present IT vendors with an on-going challenge – how to keep your sales team focused and aligned to the needs of their customers, up-to-date with details of the latest solutions from your company and position these solutions to beat your competitors.

It is essential in this environment for sales managers to regularly review the effectiveness of their sales team and identify new ways to raise overall sales productivity. Cambashi is well placed to support client initiatives in this area. Cambashi projects and services that provide support for sales enablement and productivity initiatives will typically deliver one or more of the following outcomes:

Identify new sales opportunities, for example by:

• Better targeting of marketing campaigns using coverage analysis or account profiles

• Lead generation - cost effective mechanisms to identify new sales opportunities

• Better evidence to support marketing campaigns – for example white papers

• Customer engagement – marketing and sales collateral such as authoritative case studies

   “in the customer voice”

• Improved mechanisms for customer engagement – such as our Hot Topic Briefing -

   as the basis for initiating a conversation

Improve the quality of opportunities in the sales funnel, for example by:

• Funnel improvement – training to ensure more accurate qualification of opportunities

   entering the funnel

• Better overall coverage – from improved targeting and better alignment of sales resources

• Improved account coverage – from account profiling and gap analysis

Improve key sales metrics, for example by:

• Reduced selling times – from more confident and knowledgeable sales people

• Higher conversion ratios throughout the sales process

• Gross margin improvement – from optimal product mix or faster “time to volume”

   for new products