“Revving up the sales process is key to growing the top line” – Business Journal article featuring Motum

When a sales team is equipped, trained and held accountable to a consistent sales process the revenue performance of the organization is often remarkable, in part because sales pursuit risk is mitigated. This article, from The Colorado Springs Business Journal, features Jay Mitchell, Managing Director and Co-founder of Motum, discussing the criticality that a consistent sales process has in supercharging revenues. The article’s author, Ann Snortland also speaks to Jay about the other elements of a scalable revenue performance platform, including differentiated messaging.

To review the entire article, please visit the Business Journal’s website.

An excerpt of the article is included below:

This impact is even greater when a company lacks a clearly defined and well-supported sales process that uncovers customers’ pain points. The tenents of a successful sales process are consistency, accountability and urgency, said Jay Mitchell, founder and managing director of Motum.

“Without a defined sales process, each sales person sells differently,” he said. “The impact is a significant increase in risk of failure in the sales cycle. Compounding that, most sales people don’t differentiate based on the pain in the mind of the buyer, and as a result, they commoditize themselves and only compete on price.”

Left to their own devices, sales people will spend 40 percent of their time creating their own marketing materials, according to a CMO Council study. And marketing is busy creating materials that the sales people don’t use.

The American Marketing Association reports that 90 percent of what marketing creates goes unused. A tightly defined and managed sales process will create effective marketing messages and sales materials that the sales people will use, allowing much more customer “face time.”

tags: Ann Snortland, Business Journal, Coverage, Jay Mitchell, Media, Revenue Growth