Isabella di Fabio Marketing and Sales Alignment Achieve Your Business Goals

Isabella di Fabio Secret Story About The creation of objectives is an activity that falls on the commercial area and, establishing them as shared objectives, is a challenge that will help business growth to a great extent; we refer specifically to the labor union between the commercial and marketing department. This article will help you achieve and align your goals, even if you don't have a marketing department.

Isabella Secret Story About It is necessary to create a shared vision, make use of your Buyer persona and promote this alignment in order to automate processes. Both departments should communicate constantly to avoid confusion and generate an optimal understanding of the sales funnel; to know in which part of the process the successes and errors are found.

Create a shared vision

Isabella di Fabio It may sound repetitive, but it doesn't hurt to clarify it again: to achieve marketing and sales alignment, both teams need to have stronger relationships; This is achieved through common goal setting.

• Measurable goals for both. Make sure that the indicator is the growth of the company and set these objectives based on the results. Suppose that a company converts 10% per month of sales opportunities into new customers, and of the total number of prospects it generates through the blog, it converts 25% into sales opportunities. If one of the business goals is to get 100 new customers next month, the goal of the sales team will be to speak to 1,000 leads (to close 10%) and the marketing goal should be to generate at least 4,000 leads ( to convert 25% into leads).

• Share definitions. Each department may have ways of calling certain concepts or abbreviating certain definitions. This is an area of ​​opportunity where we can generate immediate improvement. Terms such as "contacts", "qualified prospects", or the stages of the sales funnel have definitions that should be clarified and standardized so as not to create misunderstandings.

• Service level agreement. It is a compromise between the marketing and sales departments to achieve common goals. In this contract, marketing delivers a fixed number of contacts and the sales team follows up, as well as a specified number of attempts to get a sale.