Performance Improvement: The Roles of Marketing & Sales

It’s common for salespeople to be responsible for their own lead generation. This being said, it’s not unusual for marketing to be charged with generating leads – web leads, phone calls, etc. It can be extremely helpful to think about the KPIs for marketing and/or sales and to define the leading and lagging ones for each or both areas – leading ones are precursors to lagging ones, that often entail top- or bottom-line results. An example of lagging KPIs is revenue that has been received by your accounting department.

For another company it may be sales revenue that is ‘booked’ through a PO (Purchase Order). Marketing efforts may often be gauged by the number of web leads, phone calls, or responses to a vanity phone number in the call to action of a given marketing offer.

Building or enhancing your revenue performance will depend on how well you define your marketing and/or sales process and efforts with established KPIs. Next will be the execution of each area (think strategy and tactics). To get into the specifics of your business’s marketing and/or sales efforts, we’ll need to rely on your candid assessment. Is it time to take stock to figure out where success or the lack of it is coming from?

In subsequent months we will examine, separately and in depth, Marketing, Sales, and each of the other Five Business Dangers. We will also provide a free assessment tool that will highlight specific gaps within the Five Business Dangers.

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Your Gateway to Performance Improvement and Business Success

If you’re feeling some pressure to address the success of your business, don’t wait – it doesn’t take more than a brief phone call…

David is an accomplished and experienced business professional who brings over 40 years of insight to the table. As a business coach, he specializes in helping business owners prioritize their needs. He can help you examine the health of your business and find critical areas which once addressed will result in performance improvement for your business.

It all starts with a single, free conversation. Call 734-726-5208 today for a free coaching session or contact David through the website. Your life is waiting.