Those who get the sales strategy right can achieve transformational outcomes—yet a good strategy is not just “a strategy or more specifically tech”. User adoption, change management, and data should underpin every decision to add another tool. There are imperatives common to companies that have genuinely transformed sales productivity:
- Invest in the data: While many companies spend a lot of time launching new tools and looking for business insights, few make the necessary investments in the data foundations that let these tools perform best—leading to poorer outputs and a frustrated frontline
- Start with the outcome: There seems to be an automated tool for every step of the sales value chain. But rather than be distracted by the latest technology, successful sales organizations start with the specific outcome they want before exploring what tools are available
- Quality over quantity: The fragmentation of solutions is a challenge—single- source providers that can expand through the stack can help avoid proliferation. Representative are familiar with jumping from one tool to another, but this is inefficient and halts adoption
As a company, Abhati Group has a responsibility towards a sustainability mindset in order to become a forward-looking company. With the ESG framework, for Abhati Group a continuous series is a complete process that is carried out in earnest and does have a real and tangible impacts and drive changes. We agreed that the approach of forward-looking companies is marked by four reinforcing parts of mapping, defining, embedding, and engaging.
We believe that the value in a company will drive growth even though in practice there will be many problems and challenges that will be faced. As time goes by we learnt 3 imperatives way to keep ourselves outgrow and outearn among the peers:
1. Put competitive advantage first: Start with a winning, scalable formula
2. Grow where you know: Focus on growing where you have an ownership advantage
3. Go global if you can beat local: Expand internationally if you have a transferable advantage.