Overview
A business health check is an essential part of any business’s operations. By running a business checkup at least once a year, organizations can identify potential issues before they become problems. They can then modify or develop processes to prevent them from happening.
In addition, business health checks can help businesses reduce their operational costs.
Today, we will focus on some of the sales and marketing effectiveness. By evaluating how well your business is doing in these areas, you can make necessary changes to improve your bottom line.
Sales | Revenue Operations
Does your team have a defined forecasting model? What about CPQ (Configure-Price-Quote) turnaround time? An accurate, systematic forecasting model helps the team set reasonable and measurable goals. Implementing a CPQ system ensures the sales cycle is more efficient, productive, and of course, successful.
In order to accurately forecast, your team must first understand their historical performance and current trends. They must also consider any improvements or changes that were recently implemented.
After considering these factors, your team can establish measurable goals for the future and work towards achieving them. By accurately forecasting sales volume, your team can ensure that CPQ turnaround time is reasonable and achievable. As a result, you will be able to win more business and achieve better sales.
Sales | Prospecting
At their best, prospecting and email scripts can be beneficial in providing your sales team with a roadmap for success. A good script can help keep your team focused and on track by outlining key points and ideal responses.
However, it is essential to remember that each interaction with a prospect should be treated as unique. While a script can provide guidance, your sales reps need to be able to adapt their approach based on the individual.
Your team should be well-versed in best practices and techniques to accurately gauge where the prospect is in their journey and adjust their messaging accordingly. By ensuring your sales development representatives have the skills and knowledge they need to succeed, you can ensure that every prospect has a positive experience.
In order to accurately forecast, your team must first understand their historical performance and current trends. They must also consider any improvements or changes that were recently implemented.
After considering these factors, your team can establish measurable goals for the future and work towards achieving them. By accurately forecasting sales volume, your team can ensure that CPQ turnaround time is reasonable and achievable. As a result, you will be able to win more business and achieve better sales.
Sales | Opportunity Management
Your team must be able to navigate prospects from one stage to another to have an effective buyer-centric opportunity management process. They will then need to update your CRM system accordingly. This process will help to increase win rates, deal size, and revenue and reduce costs.
A straightforward and intuitive buyer-centric opportunity management process will also help to improve communication and collaboration between sales and marketing teams. By keeping track of the progress of each opportunity, your team will understand your buyers’ needs better and provide them with the information they need at each stage of the buying cycle.
In addition, this process will allow you to identify any potential roadblocks that may arise during the sales process and take steps to avoid them. By implementing an effective buyer-centric opportunity management process, you can help to increase your company’s bottom line.
Sales | Deal Pipeline & Forecast Review
CRM, or customer relationship management software, is a crucial tool for companies. It helps to track customer interactions and keep vital information organized.
However, if not adequately maintained, CRM data can quickly become cluttered and inaccurate. That’s why it’s crucial to set CRM hygiene standards for your company. By doing so, you can ensure that all team members and admins are keeping the data clean and up-to-date.
This, in turn, will lead to better decision-making throughout the company, not just in sales. Accurate CRM data can help managers quickly identify problems and opportunities and provide valuable insights into customer behavior. In short, setting CRM hygiene standards is essential for ensuring that your company runs smoothly and efficiently.
and organizational efficiency.
Marketing | Brand Strategy
From UI design to messaging, an effective brand strategy speaks to clients, builds trust and credibility, and sets a company apart from its competitors.
Sales and marketing teams must be on the same page regarding the product roadmap. This continuity ensures that everyone works towards the same unified goal and that customers receive a consistent message.
With a well-defined brand strategy, both teams will know how the company is positioning itself in the market and its unique selling points. An effective brand strategy will result in increased sales, customer loyalty, and organizational efficiency.
Marketing | Campaign Strategy
Is the current campaign calendar aligned with sales activities, events, and product releases/launches? Campaign strategy provides a framework and a logical sequence that runs parallel to the customer journey and empowers the sales team to move prospects from one stage to the next.
A well-implemented campaign ensures maximum impact and that prospects are being moved through the funnel in a timely manner. The campaign calendar is integral to the sales process and must work effectively.
Marketing | Content Audit
As any marketer knows, producing high-quality content is essential for success. The old adage “quality over quantity” rings true in business.
Conducting a content audit can help you save money and time by identifying which pieces of content are most effective and which can be eliminated or refreshed.
Analyzing engagement data can help you to understand which pieces of content are being consumed and which are being ignored. Based on this information, you then determine which content needs to be updated or removed.
By conducting regular content audits, you can ensure that your marketing efforts focus on producing the most effective content possible.
Conclusion
Centrae’s comprehensive business health assessment covers 18 critical areas in Sales and 15 in Marketing, along with 6-8 key components under each key area. Businesses that have completed our assessment were able to identify their top challenges agreed upon by both Sales & Marketing teams immediately.
Our success coaches then follow up with a complimentary 100-day roadmap for the team to plan and execute revised strategies. Schedule a 15-minute call with our experts to determine if our assessment can deliver similar value for your business – it could be the breakthrough you need to take your company to the next level!
