What do almost all struggling revenue teams have in common?
They treat their CRM and sales process as a light switch. Instead of actively improving it, it's either on or off. Nothing more, nothing less.
High-performing sales teams do the opposite.
They've realised that every incremental improvement, every simplification, and every edge they can get will lead to faster and more sustainable growth.
But naturally, we need to balance the time and monetary investment with our current scale.
More specifically, we should not go around panning for gold when big chunks of gold are lying around, ready to be picked up.
And it's these chunks that we want to focus on.
One of those chunks – companies sending their highest-quality leads to their most junior reps. This will have a direct impact on the time to close and close rate and, as a result, on overall revenue growth.
So what is it that they get wrong?
They are stuck in the Inbound vs. Outbound mindset without considering intent, treating most inbound leads as one big group assigned to the same sales reps. Usually, this group consists of the junior reps (e.g., SDRs).
Some companies might argue that sales reps don't engage with...
