Smarketing - Aligning marketing funnel with sales quotas

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How external training sessions will be determined, how often they will be held and who will attend them.

By following these points, you can ensure that something as important as continuous communication remains constant, regardless of time or even staff turnover.

4.- Share objectives
It goes hand in hand with the access of both teams to these objectives and related information.

The difference is that access only limits the possibility that everyone can know them, while sharing them implies that these objectives make sense and are coherent with each other.

That is, if the marketing team is asked to work on branding and brand awareness and the sales team is required to meet a fixed monthly quota, it is logical that there is a disparity between the expected result and the one achieved.

Because?

It's pretty simple: marketing focused on brand awareness does not necessarily generate short-term sales results and there is no KPI that can reasonably represent this without being just an estimate.

If there is no marketing performance indicator that can be directly linked to sales results, then the goals of the marketing and sales teams are simply not compatible or integrable.

This boils down to the fact that both will be using their resources for different things, which means that the company's real objective, which is to generate more income, may not be achieved in the planned time.

5.- The marketing funnel must be aligned with the sales objective
This is a very simple idea, however, it is not always put into practice in the daily operations of companies.

You often see marketing teams generating leads and “doing their p email database france art” but sales teams saying those leads are useless.

The only way for the marketing team to focus on generating leads that sales representatives can close is if their results are completely linked to sales conversions .

This is made easier by using software that allows individual monitoring of each opportunity, as well as overall results.



In this way, it is possible to identify:

How many leads and MQLs result in sales.
The specific characteristics of the opportunities that have the greatest potential for closing.
Is smarketing worth implementing?
The answer is a resounding yes.

Whether you're a new company or have been in business for decades, aligning the actions of your marketing and sales teams will always be like moving from a country road to a highway: you'll get to your destination more easily and quickly.

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