With economic uncertainty looming, organizations can drive revenue performance by optimizing sales strategies and spend. This requires agility in deploying sellers, engaging customers, and managing performance. The article outlines five practical moves to maximize sales spending and achieve profitable growth during volatile periods.
Uncertainty looms around the 2024 U.S. election, turbulence in the economy, and tightening business budgets. In this unpredictable environment, organizations can drive revenue performance by assessing and adjusting their sales strategies and associated spend.
These are just a few strategies that can help you optimize sales spend, and during periods of volatility, spend optimization is at the heart of driving efficiency. It guides the amount of sales investment in various customer segments, aligns limited sales capacity across high-to low-touch channels, and directs incentive toward the most profitable outcomes.
Once you have these insights, you can evaluate sales performance in each segment and determine whether you are over- or under-investing across your channels and coverage.A 1% price increase can raise operating margin by as much as 10%. However, many organizations discount indiscriminately, ignoring segments and customer value. This behavior reflects a priority on revenue growth—but at what cost?
For many organizations, it’s not a question of whether to put these motions in place but a question of measuring how effective they are and how much investment they require. Leading organizations invest in a set of capabilities to increase effectiveness and ROI, including customer insights; process and role design to drive greater focus and accountability; better orchestration across front-office success metrics; and alignment of incentives to drive desired behaviors.
Sales Strategy Economic Uncertainty Sales Optimization Spend Management Profitable Growth
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