Hi-Tech Data Sales Teams Reorganization and Client’s Alignment

Hi-Tech Data Sales Teams Reorganization and Client’s Alignment

Advancement in information technology has enhanced p in companies, whether small or large. Firms that provide IT services, including data infrastructures, have opportunities to sell their products SMBs as well as large organizations. Sales and marketing strategies determine the effectiveness of the services provider in meeting clients’ needs. Particularly sales require effective management to realize increment in volume as well as revenue. Hi-Tech Data requires to address issues that affect the sales volume. It is also essential to consider the services and products that the company sells, which include data equipment, call center management, data warehousing, and cloud-based storage. These products and services can be aligned to sales processes and objectives to increase revenue as well as the retention of diverse clients (Zeisig). The strategic goals inform the management regarding the focus areas.  In this regard, the organization determines the type, nature, or size of the target clients. Sales processes aid representatives in achieving their sales targets. While there is a need for relevant information concerning sales processes and outcomes, metrics to measure the effectiveness of the sales processes and representatives’ performance ensure alignment of goals and objectives as well as overcoming corresponding challenges.

Required Information

The IT industry is competitive, and measuring sales metrics can inform focus areas. The performance metrics in sales are useful as they assist the management in determining whether the outcomes align with the strategic plans. These aspects determine whether businesses meet their goals or underperform (Zeisig). Strategic alignment requires data analytics, which provides critical insights concerning trends for product sales. Representatives’ performance can be measured to determine their input in relation to the institutional goals and objectives. Additionally, CRMs should be integrated into the management process to measure the returning rate as well as customer retention. This information is useful in deliberating on customer alignment and sales teams’ reorganization

While strategic alignment is possible without data analytics, trends are essential in measuring sales personnel and product performance. Hence, the company must provide the information required for analysis to inform sales increment recommendations. The revenue gained per sale is necessary for providing insights for tailoring revenue volume to product acquisition. Notably, revenue acquisition is traditionally one of the aspects to determine the performance of the sales team (Zeisig). Additionally, individual product performance assists in aligning sales processes to improve volume for the underperforming products. Moreover, management can use this information to examine strategies with respect to particular products. Notably, sales processes affect each service or product differently, thus the essence for understanding each product’s performance. When these details are readily available, they inform the improvement of sales processes.

Another critical aspect to consider before making recommendations is the sales and marketing strategic goals. This information concerns the product alignment to the client’s needs. First and foremost, target customers’ needs to influence sales activities and processes. Primarily, Hi-Tech Data targets a group of companies that are distinguished by their nature, type, or size. The corresponding information, especially the size of the target client, will inform the recommended processes for tailoring products and services.

Sales Process Improvement Recommendations

One of the recommendations is the enhancement of the prospecting process. There is a need to examine the target companies’ aspects and integrate the advantages associated with innovative solutions (Zeisig). Hi-Tech Data should conduct assessments to improve offerings. While some companies may have existing infrastructure, enhanced solutions can instigate change. Notably, IT solutions are continually improving, and customers are adopting new solutions. This aspect, however, relates to marketing strategy and product design. Even though this facet is considered in product design, the sales representatives should consider showcasing it to the customers and ensuring that the presentation captures unique features. Sometimes this aspect may require continuous market research. Therefore, innovative solutions are likely to replace a significant number of existing infrastructures.

Another critical process is integrating sales reports with CRM. Sales teams should have an interface to transmit customer’s information to the management. The information includes the status of prospective sales and the required course of action (Cespedes and Marsh). This process aids in improving the conversion rates as the clients’ concerns are addressed.

Recommendations for Metrics to Measures Representatives Performance

Performance tracking metrics take varied forms, including engagement with customers, revenue acquisition as well as increment, and conversion rates. These metrics are useful in measuring the representatives’ performance. Firstly, the company should track sales growth. The growth in sales indicates an effective strategy as well as sales representatives’ efficiency. Secondly, Hi-Tech Data should measure sales representatives’ ability to hit their targets.  This metric tracks KPI against business objectives (Cespedes and Marsh). Thirdly, the firm should track product performance as well as the cannibalization rate in each category (Zeisig). This process informs the need to diversify or areas that require special attention. The cannibalization rate refers to the adverse impacts of new products to the existing ones. Fourth, the company should determine the conversion rate. Fifth, in relation to equipment, the Hi-Tech Data should measure its selling rate and compare it to the inventory. Sixth, the company should determine the quote-to-close rate as it assists in quality leads analysis. Seventh, the organization should measure sales per representative. The corresponding information is useful in forecasting sales as well as developing training programs. Finally, the most critical metric is revenue acquisition. Concerning this measure, the management should compute the average purchase value of the sales. It is useful in increasing revenue while considering sales value. These metrics measure teams’ performance in relation to the companies’ objectives.

Training

The sales team requires training in reporting to ensure consistency and transparency in analytics. One of the essential aspects of training is the use of CRM (Zeisig). Training the representatives to report customer issues as well as the status of the sale is critical. These details measure the sales process outcomes of leads. They assist in examining the effectiveness of the sales representatives, conversion rates, quality of a sales process, and customer retention.

Prospective Challenges

Most challenges relate to the conversion of data to usable insights as well as the effective utilization of sales tools. One of the problems is ensuring accurate reporting among representatives as some of them might not be concerned about the information they deem irrelevant. Another challenge is to customize services to meet the needs of small, medium, and large organizations. Additionally, the organization faces difficulties competing with other large institutions that have a well-developed infrastructure for data warehousing and cloud-based storage. The company will require a fast-paced improvement of the infrastructure to compete effectively.  It is, therefore, necessary to train the sales teams to ensure that they tackle these issues.

Expectations and Timeline

Implementation of the sales improvement recommendations will assist the Hi-Tech to start realizing outcomes in three months. The company will increase its sales, following improved processes and sales representatives’ performance enhancement (Zeisig). Training will assist not only in sales increment, but also customer retention. Additionally, it will be useful in ensuring transparency in data acquisition and analytics. These aspects will contribute to sales and revenue growth, as well as customer retention.

Conclusion

To provide effective recommendations, information regarding product sales and corresponding strategies and alignment is required. Due to competition in data infrastructure services, Hi-tech Data should identify the sales processes that would appeal to prospective customers. Innovative solutions and CRM will guarantee customer retention. Training sales representatives to focus on innovative aspects of the products during prospecting and presentation stages will result in new clients. However, it is essential to differentiate the requirements based on the client’s size, nature, or type. While the company may face challenges due to competition, sales representatives inefficiency, and the infrastructural capacity, use of the appropriate metrics to measure the quality of processes, team performance, and product trends will assist the management in identifying trends. The corresponding insights will be useful in improving sales processes and designing training programs for representatives. The sales teams’ reorganization and clients’ alignment outcomes, including revenue and sales increment and customer retention, will be realized in approximately three months.