The recent SiriusDecisions Sales Leadership Exchange brought together CSOs and leaders of sales enablement, sales operations and channel sales to learn about ways to optimize performance. A key theme appeared across various discussions – the increased need for alignment across sales and marketing. SiriusDecisions research indicates that this alignment can drive between 5 percent and 36 percent of an organization’s growth. Here are six key factors that drive alignment, as discussed at the Sales Leadership Exchange:
The drive for increased growth requires tight sales and marketing alignment. We see increasing evidence that in these organizations, multiple teams are merging into one team with one set of goals – made up of a variety of specialists who contribute to these goals.
Nancy Maluso is a Research Director of Sales Enablement Strategies at SiriusDecisions. Nancy is a seasoned practitioner with more than 20 years of experience in sales leadership, sales enablement and product management, along with marketing roles at organizations of all sizes. Follow Nancy on Twitter @nmaluso1.