A key part of a successful and aligned sales and marketing team is to agree on the numbers. The revenue numbers required for you to hit plan, the number of deals you need to close, the number of proposals you need to submit, the number of sales qualified leads marketing need to pass to sales, the number of contacts you need to tip into the top of your funnel and so on. Nothing new here but these particular measures are flawed in one important aspect, they describe YOUR sales journey, not your prospect’s buying journey.
To put some numbers behind your plan, use our sales funnel calculator. Start with your revenue target and work backwards through deal values and conversion rates to estimate how many opportunities, qualified leads and contacts you need. It gives sales and marketing a shared starting point for agreeing on targets and responsibilities.
Once you have agreed on the targets, make sure your processes and reporting help both teams work towards them. If you use HubSpot, our HubSpot optimisation services can help you improve lead scoring, follow-up workflows and pipeline reporting, so you can see where prospects are progressing and where the process needs attention.