Growing without raising the cost of sales
When the sales target grows, the first reflex is to ask for budget. The first question should be: how much more could the same team sell with the same budget?
The expensive routes to growth are familiar: new salespeople whose cost starts on day one, new software that everyone reads differently, more advertising that inflates the pipeline without moving the win rate.
Research points to a cheaper lever: how the team sells. Companies that train, reinforce and measure a defined way of selling see more salespeople hitting quota and higher win rates.
Three questions to ask: Is a qualified opportunity defined the same way for everyone? Does the salesperson's feeling or the customer's evidence decide a deal's stage? Do your managers know what to look at when coaching?
This piece was originally written in Turkish. The full text is available on the Turkish version of this page.