During a recent engagement on the Sales Development podcast, David Dulany from Tenbound and Kyle Coleman from Clari dove into the tenants behind driving Revenue Alignment through Sales Development.
Throughout the conversation, the duo unveiled the key forces that empower leading organizations to accelerate sales and revenue growth.
1. Cross-Departmental Coordination
In the same way that individuals are at risk of focusing exclusively on their unique KPIs (key performance indicators), departments can lose sight of their shared organizational purpose.
When departments come together to understand the relationships that connect Sales Development, marketing, customer service, and beyond, they are in a better position to pursue their revenue-driving activities.
With reinforcement over time, these cross-departmental contributors begin speaking apples-to-apples, tracking their efforts as a revenue team while understanding the importance of each piece of the pie.
Once cross-departmental contributions are understood, team members can strengthen their value even further by looking down the funnel.
2. Looking Down the Funnel
From Kyle’s first sales-oriented position as a financial advisor at Edward Jones to his current role as the VP of Growth at Clari, the ability to look beyond immediate KPIs has been key to making an organization-wide revenue impact.
For example, a marketing team might be tempted to focus solely on lead generation numbers while a customer success team might base their own success exclusively on customer satisfaction metrics. Instead, what if each team member bought into the system as a whole?
In turn, teams would be in a better position to support the entire company as opposed to their unique subset. This means asking the right questions, such as:
Are the leads that I’m generating converting down the funnel?
How will existing customers or clients translate into future revenue?
What day-to-day processes are most helpful to close deals?
Which content items attract the prospects who are most likely to convert?
Do I understand exactly how my actions are driving revenue?
Ultimately, each action has a direct or indirect impact on an organization’s most important goal: revenue generation. When teams understand the impact their efforts are yielding, the company as a whole is in a better position to make sound decisions and achieve overarching objectives.
3. Onboarding Unique Perspectives
Departments with uniform backgrounds yield uniform thinking. Instead of challenging the status quo on their Sales Development team, these individuals reach conventional solutions that are ineffective in the face of unconventional challenges.
By bringing together a myriad of perspectives, encouraging team-wide collaboration, and building a culture centered on experimentation and flexibility, organizations are in a better position to unveil an optimized strategy that maximizes revenue.
In turn, organizations can bridge the gap between lead generation and actualized revenue, developing agile approaches that are current with the ever-changing global economy.
Interested in Learning More?
We wish you the best of luck with your Sales Development and revenue alignment efforts and invite you to tune into the Sales Development podcast for insider perspectives from leading industry experts.
For key information, updates, and insights, be sure to visit Tenbound and Clari today!
Thank you for reading!
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