Join us on for SBI’s Halloween Edition webinar on October 31st, 2024 at 12pm. Engage with Eric Estrella, Alicia Lee, and Tony Erickson as they walk through the impact productivity has on GTM efficiency. Learn strategies to avoid productivity pitfalls, how to navigate the ever-changing buyer journey, and ways to address a lack of productivity.
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The Pillars of GTM Efficiency
GTM efficiency is a critical growth lever, and central focus going into the new year. In this annual planning series, we reviewed the three pillars of GTM Efficiency: Coverage, Talent, and Productivity.
Establishing an effective coverage strategy revolves around proper alignment, connecting your team to market potential while considering cost factors and buyer preferences. When there is strong synergy within a sales team’s coverage, more deals are secured.
Harnessing and motivating your talent is essential to driving GTM efficiency. It is crucial to assess seller competencies to ensure accurate account prioritization. By offering competitive compensation and incentives, you can cultivate a performance driven culture. When your top talent is motivated, they not only enhance performance, but also contribute significantly to overall efficiency.
Meet the Team
Eric Estrella
Bringing 20+ years of GTM experience, Eric is equipped to tackle tough sales strategy and enablement questions. His core competencies include driving a successful GTM strategy, and making data driven decisions.
Alicia Lee
Alicia is focused on driving growth and fostering a profitable customer experience. Her ability to identify opportunities and define clear roadmaps to success brings great perspective to this discussion.
Anthony Erickson
As an accomplished executive, Tony is focused on achieving strategic growth through discipline. His drive to attain success through innovative strategies brings valuable insights to the discussion.
Why Productivity
Productivity is vital for driving efficiency in GTM strategies. By enhancing productivity, teams can better anticipate buyer behaviors, streamline processes, and respond effectively to market changes. Optimizing training and enablement helps foster a culture where productivity thrives, ultimately leading to improved sales outcomes and greater client satisfaction.
Key Insights
Typical pitfalls in productivity include tech sprawl, lack of visibility, and outdated processes. These challenges often divert sales teams’ attention away from driving sales. Identifying and minimizing these time-wasting processes is key to enhancing productivity.
Additionally, it is necessary for a productive sales team to align with the buyer journey. This can be challenging, as many teams struggle to understand shifts in the buyer’s perspective. As a sales leader, you must be ready to tackle this productivity gap directly using data.
Implementing effective training and enablement essential for advancing your sales team toward an optimal GTM strategy. The ramp-up time for new hires can be excessively long, and tenured sellers are relying on outdated techniques. Continuous coaching is vital, as buyer behaviors are constantly evolving, and sales leaders must equip their teams for success.
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