質問
I have previously worked in small startup teams and I have experienced what I would call an imbalance between the accountability of IT/Development vs Marketing/Sales.
As a developer, I am fully responsible for any problem that might occur with our product. I do however not see the same option for the team members in charge of sales and marketing. If the sales or not satisfactory or if we do not get enough leads or just social media reach, it is harder to pinpoint who messed up.
I am involved in a new project now, being lucky enough to have some management responsibility. My questions is, how can I make sure to increase accountability in our marketing/sales team? What are tangible means of measuring their performance?
I am grateful for professional advice as well as shared experiences by other entrepreneurs!
回答: 1 公開 & 0 非公開
It shouldn't be a discussion of "Who messed up" but more around how do we improve your current business process. The bottom line is to drive revenue.
Here are some questions I would have for your organization's sales process:
Are your sales folks just waiting on inbound leads or are they proactively prospecting potential new clients as well?
How are they currently being measured?
Are their comp structure tied to the overall performance of the company or just individual goals?
Do you have a Performance Improvement Plan for under performance?
As a seasoned sales professional, I can tell you that if your sales team is waiting on their laurels for inbound lead to drive revenue and not take a more proactive approach, it should be worth considering to revamp the whole sales/marketing unit.
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