Besondy and Eppel's white paper explores the hard and soft costs that occur when other departments are not effectively aligned with Sales and the customer.
Austin, TX (PRWEB) April 6, 2011
The co-founders of Revenue Intensity (http://www.revenueintensity.com) have published a free white paper for sales executives seeking fresh insight on how to align the processes and cultures of other departments to support their sales team more effectively. The document is available at http://www.revenueintensity.com/wp1/.
Sales executives typically spend nearly as much time campaigning inside their companies for additional support as they spend outside the company selling. Whether it’s urging Marketing to provide higher quality leads, or convincing Product Development to listen to customers, sales executives are in a unique position to be change agents in their companies.
Top revenue officers realize that sales growth is the scorecard for the entire organization, not just the sales department. They frequently need help building a business case for transforming the processes, attitudes and behaviors in other departments that impact their team’s sales effectiveness.
The “The Internal Forces that Empower or Impair Sales” white paper, written by Charles Besondy and Richard Eppel, explores the hard and soft costs that occur when other departments are not effectively aligned with Sales and the customer. It identifies key processes that impact revenue performance in Marketing, Product Development, Customer Service, Accounting and Manufacturing.
Authors, Besondy and Eppel present the Alignment Index™ for calculating the level of misalignment in an organization and estimating costs. The paper goes further to look at how cultures in cross-functional teams impact the efficiency of sales generation. The paper concludes with outlining a solution for aligning Marketing and Sales.
Revenue Intensity is a set of programs designed by Besondy and Eppel to achieve breakthroughs in sales performance. Results are accomplished by working with cross-functional teams on two fronts: implementing world-class processes and transforming organizational behavior. http://www.RevenueIntensity.com