In this 18 minute interview Carroll outlines:
- How to drive repeatable and predictable revenue
- When it’s time for your sales organization to invest in sales enablement and productivity
- How to enable your sales managers to perform at their best by shifting their mindset
- How to prioritize and continuously improve sales enablement and training initiatives
“If you’ve got to double your revenue to stay on track with your projections, you can’t do that on 30k deals. And if marketing is doing great things and attracting really great logos, but sales aren’t doing the right things, you’re not going to get what you’re looking for. And if sales is doing a really good job targeting their accounts and they’re motivated to hit the phones, but marketing isn’t giving them any air cover you’re not going to get the lift you’re looking for.”
That was the problem the Marketo was facing by relying on inbound marketing for its sales leads. So it decided to find a new way to scale, and leveraging the power of Account Based Marketing Engagio was born. Ray Carroll moved to Engagio as VP of Sales and was tasked with the job of building and scaling this next generation marketing technology company. As the business grew the issue of sales productivity became more apparent.
“The incremental efficiency on the average sale price, the time it takes to get a rep to productivity, the average sales cycle; you get those gains through having a first-class sales enablement function. And that’s why you see companies like Box, Zendesk, and HubSpot have Directors of Sales Productivity. Because if you can get 500 people with all deals at a 1% more close rate or making their deal cycle less, that is a significant uplift. That’s bigger than any one deal which you close for half a million dollars,” explains Carroll.
Thanks to sales enablement the role of the sales manager is also changing. “Managers have to realize that your job no longer is having your name in lights or closing the deal. It’s helping your team be as good at their job at scale, and only when you do that will you win as a team. It’s shifting from tactical to strategic.”
Listen now to find out how Carroll has helped Engagio make the transformative shift from tactical to strategic sales.