It’s been six months since your sales kickoff. So? How’s it going?
When vague projections from earlier in the year now conflict with accurate data and sales have gone through a team transformation, it’s time to face some facts: You need a new plan.
Fortunately, re-examining sales quotas and segments during the mid-sales season, for example, is easy when you build your sales segmentation using Fullcast.
In a recent LinkedIn LIVE Demo, Tyler Simons, Fullcast’s head of customer success, led the discussion on how easy it is to leverage new data to update strategic sales segments and territory planning with the touch of a button. Essentially, updating your sales strategy to ensure a strong sales season finish takes less time than grocery shopping, getting a haircut, or fixing a box of macaroni and cheese.
The purpose of using Fullcast is simple: We provide a platform that protects your investment, prevents burnout among your sales team, includes market segment analysis for accurate and achievable sales quotas, and predicts potential gaps in sales territories. And it performs these tasks automatically with AI-backed real-time data.
Here’s how:
Protect Your Investment
Did you know data-driven organizations are 23 times more likely to acquire customers?
Data-driven decisions fuel flexible, ongoing GTM strategies by tracking, analyzing, and seamlessly allowing for real-time adjustments and optimizations. This makes confident resource allocation possible and guarantees that every action aligns with real market and operational realities for better outcomes.
With Fullcast, organizations can use data to find patterns, gain new understanding, and make more accurate predictions.
With real-time sales data, you can get a more accurate forecast for the rest of the season and adjust quotas accordingly. That means your investment practically pays for itself in agile, well-aligned processes.
Avoid Revenue and Sales Losses from Gassed-Out Sales Team
Recognizing and addressing challenges before they become a problem can prevent demotivation and burnout among sales staff.
“I’m a firm believer that being in sales, as an executive or an individual contributor, is one of the toughest, yet most rewarding jobs out there,” says Tiffani Bova, author of Growth IQ: Get Smarter About the Choices that Will Make or Break Your Business. However, with 79 percent of salespeople admitting that their workloads extend beyond their capacity, burnout is a common byproduct of the job. In one survey, 74 percent of respondents “agree / strongly agree that they feel they are on call 24×7 and have to respond to customers immediately or it will impact the relationship.”
Using a single platform that helps users seamlessly adjust quotas and segments will reinvigorate your sales team. The mid-sales season allows you to react to any changes in market conditions, competitive actions, or customer preferences that weren’t apparent at the beginning of the season.
In addition, customer interactions and feedback collected so far can inform segment adjustments, ensuring that efforts are aligned with customer needs and preferences. With new data insight and realistic expectations, your sales team will be motivated to hit the ground running in mid-season.
Avoid Gaps in Segments
Research shows that 70 percent of marketers use market segmentation, and 80 percent of companies report increased sales. According to experts at notifyvisitors.com, marketers create content for multiple consumer segments, and around 75 percent target three segments. Their research found that only 4 percent use multiple types of data for segmentation, and 42 percent don’t segment at all.
The idea of reworking existing market territories seems daunting to most RevOps managers. Fullcast places companies at an advantage by quickly providing the data territory managers need when they need it.
- Analyze current performance: How do current sales figures compare to existing quotas? When firms use segmentation, they become more likely to understand their customers’ challenges and concerns (60 percent) and know their intentions (130 percent). Use Fullcast to identify patterns, note high-performing accounts and underperformers, and examine conversion rates and sales cycles for adjustments.
- Re-evaluate customer segments: Are your defined segments still relevant? Have new segments emerged that may impact sales quotas? Use real-time market data, customer history and behavior, and sales performance metrics to adjust. Ninety percent of companies build a better knowledge of their audience by segmenting their customers based on personas, and 82 percent of those businesses go on to create better value propositions.
- Adjust sales quotas: In addition to defining market segments, analyze these accounts for achievability based on data and trends.
- Formulate a plan: Talk about these changes with your sales team. Do they need additional training or resources?
- Monitor outcomes: Establish a system for collecting and analyzing feedback. Should market conditions or within the sales team change, adjustments are simple.
To save money, time, resources, and your sanity by staying ahead of the dynamic sales climate, Fullcast is the way to go. Easily keep plans up to date through any assignment or strategy changes without hours of manual effort, and build living, breathing territory, sales quotas, and capacity plans without spreadsheets. Learn more here.
