4 Steps To Provide Clarity For Sales Teams

What are the biggest problems that companies face regarding sales visibility? Denamico's mission is to humanize the HubSpot experience to delight customers, increase revenue, and eliminate worries about technology usage and system integration. Their operations team focuses on a business problem and uses technology to solve that problem, and Aaron explains the biggest problems companies are facing right now when it comes to sales visibility. "You've had a lot of people at your company that have a lot of feelings on how things should be done, and you're trying to meet somewhere in the middle with everyone, and it leads you to chaos probably in many areas. So, one, you gotta realize that that's happening and enjoy it. Like, no one's perfect, and you're trying to build a team together, which is part of that. I do think, though, even in young and mature organizations, you're still seeing problems with clarity in the right information. When I say clarity, I mean everyone can understand the information. It's partly there, and it's in a digestible and understandable format. The second part of this is — is the data accurate? Sometimes there's a lot of information, but is it based on someone's feelings? Is it quantifiable data? […] Another part of this is the sales methodology. So, as you're getting information and insights into things, are your humans interpreting what the system is saying? Do the humans understand what they should be looking for, what they should be doing, and how to interpret that information themselves?"

The importance of sales methodology for business. Sales forecasting is estimating future revenue by predicting the amount of products or services a sales unit (an individual salesperson, a sales team, or a company) will sell in the next week, month, quarter, or year. According to Aaron, good visibility, data, and sales forecasting start with a unified methodology across the business. "Talking about sales, there's a sales process, and then there's a sales methodology. Think of sales methodology as the pulse or the heartbeat of how things should operate; the process is the actual tangible things happening. In order to get good pros, in order to get good forecasting, you need a great process. In order to have a great process, you need a good methodology or a standard methodology."