Post by account_disabled on Nov 8, 2023 0:21:31 GMT -5
One of the objectives of stipulating service contracts between B2B marketing and the sales force is to improve collaboration between departments and, consequently, performance. In this article we have explained the preliminary stages, to ensure we use the same terminology and involve the right people. In another article, however, we analyzed the need to add customer service to the commercial and marketing team, introducing a new strategic model, the flywheel . Let's now see the suggestions for defining objectives and monitoring them through the introduction of SLA.
The definition of B2B sales and marketing objectives The objectives to be achieved wedding photo editing service are undoubtedly the protagonists of the Service Level Agreements that we recommend sharing between marketing and the sales force. Here are some examples for b2b: Number of new customers/month Monthly turnover resulting from new contracts (in Euros) Number of leads generated by marketing Number of leads generated by the salesperson Monthly revenue from leads generated by marketing Monthly turnover deriving from leads generated by the salesperson.
Average turnover per new customer Total lead-to-customer conversion rate (percentage) Conversion rate of leads generated by marketing into customers (in percentage) Conversion rate of leads generated by the sales representative into customers (in percentage) Average sales cycle length (in days) To ensure you calculate the numbers correctly, the metrics to monitor and the tools to analyze them will need to be agreed upon. How to agree on processes and expectations So far, we have focused on the aspects more related to marketing activities , but when sales processes and expectations come into play, we enter the more strictly commercial sphere.
The definition of B2B sales and marketing objectives The objectives to be achieved wedding photo editing service are undoubtedly the protagonists of the Service Level Agreements that we recommend sharing between marketing and the sales force. Here are some examples for b2b: Number of new customers/month Monthly turnover resulting from new contracts (in Euros) Number of leads generated by marketing Number of leads generated by the salesperson Monthly revenue from leads generated by marketing Monthly turnover deriving from leads generated by the salesperson.
Average turnover per new customer Total lead-to-customer conversion rate (percentage) Conversion rate of leads generated by marketing into customers (in percentage) Conversion rate of leads generated by the sales representative into customers (in percentage) Average sales cycle length (in days) To ensure you calculate the numbers correctly, the metrics to monitor and the tools to analyze them will need to be agreed upon. How to agree on processes and expectations So far, we have focused on the aspects more related to marketing activities , but when sales processes and expectations come into play, we enter the more strictly commercial sphere.
