5 steps to align sales and marketing departments
Posted: Tue Dec 17, 2024 5:55 am
Today, most marketers understand the importance of bridging the gap between sales and marketing. The lack of communication and trust so often seen between the two teams can be an anchor to your company’s growth.
In fact, companies with good alignment between sales and marketing teams achieved 20% annual growth in 2010, according to a study by The Aberdeen Group. In contrast, companies with poor alignment saw revenue decline by 4%.
With this in mind, we present these 5 steps to effectively align your marketing and sales departments:
1. Speak the same language: To unite marketing and sales teams, we need to make sure that both teams are clear about their objectives, goals and, above all, that they use the same terms. How does marketing define a qualified lead? Does the sales department have the same definition? How does each department conceive the sales cycle? Do both departments have the same image of their target audience?
By answering these questions you will be able to understand the level of alignment between your marketing and sales departments.
2. Create a reporting system: By managing different types of information in b2c cell phone number list separate systems, marketing and sales can experience the following problems:
Duplicate leads
Limited information about each lead
Lack of feedback from both teams
Inability to measure the ROI of each of the initiatives
That's why it's so important to create a reporting system that encompasses all the activities of both teams and thus have accurate and fully updated information. To do this, it's necessary to link your company's CRM with the marketing platform you use.
3. Implement a Service Level Agreement (SLA): A detailed SLA created jointly by members of both teams defines exactly what each team's responsibilities are and what they can expect from each other. This SLA will define exactly how many qualified leads the marketing department should provide and the speed and depth of follow-up that the sales department should do.
In addition to establishing clear foundations and objectives, the ANS also allows both teams to quickly evaluate their performance and take necessary corrective action, if necessary.
In fact, companies with good alignment between sales and marketing teams achieved 20% annual growth in 2010, according to a study by The Aberdeen Group. In contrast, companies with poor alignment saw revenue decline by 4%.
With this in mind, we present these 5 steps to effectively align your marketing and sales departments:
1. Speak the same language: To unite marketing and sales teams, we need to make sure that both teams are clear about their objectives, goals and, above all, that they use the same terms. How does marketing define a qualified lead? Does the sales department have the same definition? How does each department conceive the sales cycle? Do both departments have the same image of their target audience?
By answering these questions you will be able to understand the level of alignment between your marketing and sales departments.
2. Create a reporting system: By managing different types of information in b2c cell phone number list separate systems, marketing and sales can experience the following problems:
Duplicate leads
Limited information about each lead
Lack of feedback from both teams
Inability to measure the ROI of each of the initiatives
That's why it's so important to create a reporting system that encompasses all the activities of both teams and thus have accurate and fully updated information. To do this, it's necessary to link your company's CRM with the marketing platform you use.
3. Implement a Service Level Agreement (SLA): A detailed SLA created jointly by members of both teams defines exactly what each team's responsibilities are and what they can expect from each other. This SLA will define exactly how many qualified leads the marketing department should provide and the speed and depth of follow-up that the sales department should do.
In addition to establishing clear foundations and objectives, the ANS also allows both teams to quickly evaluate their performance and take necessary corrective action, if necessary.