{"id":55472,"date":"2022-12-09T10:51:14","date_gmt":"2022-12-08T23:51:14","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=55472"},"modified":"2023-12-13T15:04:01","modified_gmt":"2023-12-13T04:04:01","slug":"grow-sales-existing-resources","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/grow-sales-existing-resources\/","title":{"rendered":"3 Ways To Promote Efficient Growth With Resources You Already Have"},"content":{"rendered":"\n

“Our selling motions may never be the same.”<\/em><\/p>\n\n\n\n

“Competitive intensity is only going to increase … we could fall behind.” <\/em><\/p>\n\n\n\n

“We will have to do more with less given hiring and spending freezes.”<\/em><\/p>\n\n\n\n

Those are among a handful of common refrains I hear from sales leaders these days — many of whom are on the hook for promoting efficient growth, even as we face an economic recession<\/a>. <\/p>\n\n\n\n

As a senior director of business value services at Salesforce, I work with our largest enterprise customers — including Johnson & Johnson, Medtronic, and Philips — to help them develop a return on investment for key sales initiatives. So when nearly everyone I talk to hints at budget cuts (and surveys<\/a> show the same trends), I know that this is the era of doing more with less. <\/p>\n\n\n\n

Sales leaders will need to zero in on where they and their teams can increase efficiency, manage risk, and most importantly, drive revenue<\/a>. They will need to ruthlessly prioritise, deploy effective tools for sellers, and train their sales reps<\/a> on new skills required in the current selling environment. <\/p>\n\n\n\n\n\n

The following are a few strategies I’ve seen my customers use to meet the challenge:<\/p>\n\n\n\n

1. <\/strong>Promote efficient growth by focusing on high-potential and high-revenue accounts<\/h2>\n\n\n\n

Sales is all about telling the right person the right story at the right time. In a “do more with less” environment, sales teams must focus on the best markets, accounts, and decision makers to pursue. <\/p>\n\n\n\n

This prioritisation requires an intelligent approach that relies on data. One of my Fortune 500 customers leveraged predictive insights to determine which deals might get pushed into the next quarter. They then developed recovery plans to speed up deal closures and capture millions of dollars in revenue in the current quarter.  <\/p>\n\n\n\n

Here’s how it works:<\/p>\n\n\n\n