It Depends on Who You Ask
When sales executives scan the horizon for the next big opportunity, their end-goal is the same: drive revenue.
But when you think about the biggest opportunities to get there, the path forward splits.
Values Determine Opportunities
A recent Infinity survey found that sales executives’ opinions about important opportunities depend on whether they see Growing Market Share or Meeting Sales Quotas as more important.
Sales Quotas and Talent
Executives who saw achieving sales quotas as important were two-times more likely to see talent and culture as the areas of opportunity for improvement.
Market Share and Strategy
Those who thought market share was more important saw developing go-to-market strategy and integrating analytics as key opportunities for improvement.
What They Have in Common
Whiles executives were divided on whether talent/culture or strategy/analytics were the most important, they did agree on some things.
Our respondents were equally likely to think sales execution is an opportunity — to a point.
They voted sales execution concerns, like implementing leading key performance indications and training, as more important than the other group’s hot-button concerns, but less important than their own.
Seeing More Than Opportunity
All of the respondents chose more than one opportunity. Meaning they expect that their ‘biggest opportunity” is addressing multiple issues and areas. No one improvement will achieve goal.
Developing a Priority Roadmap
Whenever you see multiple opportunities in front of you, the next questions is: How can I prioritize and sequence strategies to lead take advantage of these opportunities and ensure I meet my goals?
Infinity Can Help
Contact us to complete a Buyerlytics® SnapShot. In one 20-minute phone call, we can help you to investigate and prioritize high-level opportunities to drive growth.