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What is your sales development strategy, and how do you measure success?

1 Answer
Tim Britt
Tim Britt
Freshworks Senior Director of Channels EuropeFebruary 15

The key to success is having the correct building blocks in place starting with a company-wide sales methodology that is followed from rep level through to management and linked to your CRM systems. Being able to forecast on correct sales stages backed by data and conversion rates for pipeline management, is core to understanding where the gaps are in sales performance. 

Build regular solution learning sessions weekly monthly and quarterly across all supporting business units from pre-sales to Account management and post-sales customer success, if you do not understand your customer and why they are purchasing your product how can you effectively have the correct development strategy to be successful?

Ultimately success is measured by performance, this could be YOY growth, opening up new markets or moving from a direct to indirect sales model and utilising the power of the reseller model to drive growth and success.   

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