On-Demand Webinar: Sales Execution Success in Regulated Markets
Triptych partnered with Vendor Neutral, an innovative technology consulting firm, to present a 45-minute webinar with industry pioneers to discuss...
We’ve seen too many inefficiencies fly under the radar and hold companies back. Our expertise in through-channel marketing and field sales support enables small marketing teams to support distributed sales forces at scale.
4 min read
Jessica Dunn
:
December 4, 2018 at 2:29 PM
In a distributed sales organization, maintaining proper sales support can feel like you’re walking a tightrope. McKinsey & Company summarizes this issue very clearly, “Call it the Goldilocks quandary: too little support and your salespeople can’t do their jobs well; too much, and you’re wasting money. But get it just right, and your sales efforts can drive productivity and growth.”
Why is this balance so difficult to maintain?
The issue starts with your marketing team’s size. Most organizations have a large sales force supported by a comparatively small marketing team. This team can’t handle a high volume of one-off requests and retain a strategic mindset.
Sometimes their attitude is, “If we can’t personalize sales materials for all of our reps, then we won’t personalize them for anyone.” This is a missed opportunity. When sales reps can’t personalize the content they send to support the different stages of the buyer’s journey, they can’t give their best pitch. As a result, they could lose out to competitors with a more adaptive sales process.
How can you arm your sales force with content that will resonate with your buyers? How can you keep rogue marketers at bay?
Having an inefficient sales support process creates several issues for distributed sales organizations.
If your organization is experiencing any of these symptoms, how can you treat them? Is the solution as simple as increasing the size of your marketing department? Would new technology address your issues? While these options might fix some of your symptoms, a more permanent solution will get to the root of the problem.
The symptoms of poor sales support are easy to spot, but pinpointing the root cause can be challenging. It requires bringing the right players together to have an open, honest discussion about sales support in your organization. This discussion doesn’t happen enough since most companies stick with the status quo.
To diagnose the actual problems with your sales support, try taking the following steps:
Reviewing this information will give you a clearer understanding of what needs to change before your sales support will be effective.
What should your sales support process look like after investigating the root causes? There are four things that you should do to maintain effective sales support.
By taking these steps, you’ll ensure that your sales support continuously becomes more effective.
Maintaining the right levels of productivity and growth is important to every organization. The way you choose to power this growth will be a determining factor in its effectiveness and your ROI. It can be tempting to throw money at a problem, but in the long run, it will be more effective to identify and solve inefficiencies before scaling.
Poor sales support is a two-edged sword. It increases waste and can drag down your bottom line. To avoid getting sliced, you need expert guidance. Learn how our team can help you optimize and simplify your sales support process. Schedule a conversation with one of our experts.
Triptych partnered with Vendor Neutral, an innovative technology consulting firm, to present a 45-minute webinar with industry pioneers to discuss...
What are Co-Op Funds: Co-Op funds, also known as Marketing Development Funds (MDF), are financial resources that distributed marketers may offer to...
In the second and final installment of our Channel Partner Experience (PX) series, we offered several suggestions for ‘how to do PX right.’ Let’s...