Use HEED Matrix to Optimize your Sales

HEED(3)

Every time two business leaders, entrepreneurs or CEOs meet together, the subject of “what shall we do in such stagnant market, and the continuous underlying economical and political factors” take over their conversation.
Some people follow the school which believes that, in such times, it is best to reduce cost, while others argue that it is best to invest with a very well calculated solution.

But both strongly agree that this time, what’s required is more than any traditional cosmetic fixes. What’s needed is a new perspective to the solution.

 

In sales context, what does a Traditional Sales Legacy do?

In such difficult times, companies run to:

  1. Increase the quantity of sales effort: by adding salespeople or redesigning their commission scheme to boost their motive for more activities.

  2. Improve the quality of sales effort: by investing in coaching and training.

  3. Add additional products on the portfolio to up-sell.

 

The New Scientific Way:
In fact, and in stagnant market, hiring additional salespeople would be more to a cost, unless your sales resource is understaffed.
On the other hand, adding new products to your portfolio is not your best shot since in stagnating economy, market penetration would be a very challenging aspect.

Thus the best solution is to focus on the 80/20 rule, which is to optimize the allocation of your sales effort. Salespeople can work smarter, not only harder, by dividing their time more appropriately among customers, products, and sales activities. Sales effort allocation has a large positive impact on sales and profits as well, sometimes better than increasing the quantity and/or quality of effort.

HEED Matrix for Sales Optimization

We thought of sharing the below HEED Matrix© in a white board (but black in color) that could guide you on how to optimize each segment within your sales model.

“is a main reason why our clients had
as much as
20% increase in their revenue”

How We Could Help

If you are looking for optimizing your sales efficiency that could drive revenue growth by at least 10% within a four-to-five-months engagement, take the first step in this process by contacting us on any of our below coordinates.

As a sales management consulting firm, we have set proven frameworks and methodologies, and a reach for the sales best practices. Jointly with our solid experience in sales and the analytical engineering capabilities of our team, we could come in to integrate our services as an extension arm to your salesforce dedicated for all aspects related to optimizing the sales efficiency.

Take The First Step & Reach Us

 

Senior Consultant
A subject matter expert specializing in the study of technology and digital implementation in the area of sales and marketing. As a senior consultant at HEED, she successfully covers a broad spectrum of application areas following best practices and data-driven analysis of integrating science into the art marketing and business growth.

Latest Insights

How land and expand model can grow your business

Ensuring your business’ survival, let alone its development, has been no easy feat. It’s likely that many businesses like yours have had to make some tough decisions to stay afloat. As you look to the future, you’ll have many decisions to make regarding your business development. There’s no doubt that some of the major economic changes we’ve seen are here to stay. But there are changes that you can implement that will improve your bottom line and make the going more worthy.

One of the major strategies that have proven records of success in many industries is the land-and-expand sales model which aims to increase conversion rate and boost sales numbers. Keep reading as we dive into what land-and-expand can do for your business and how to adapt your processes to this model.

Integrating technology without killing the human element in B2B sales

Companies are being forced to adjust their business models and adapt to the new market reality as a result of digital transformation. What’s remarkable about this is that the transformation isn’t driven by businesses, but rather it’s directed by the customer.

The internet gave customers access to relevant information at any time, anywhere, and in the format and device of their preference. Thus, the customer journey dictates different strategies for businesses to keep up with this new kind of “always-connected” customer. Businesses must embrace technology in order to provide an exceptional customer experience, that’s one perspective of the story.

Eliminate the Barrier – Reach Your Consumer Directly

Over the past decade, the evolution of customer purchasing behavior has significantly led to a growing preference for online shopping. Yet, most organizations could not complement their offline sales channels with the digital ones up until the pandemic hit in 2020, and organizations were left with no choice.

How to optimally segment clients in B2B companies

Account management-based companies have always valued the importance of client categorization and evaluation; however, determining the optimal way to do that remains evasive. Technology is overtaking the account management sales world; thus, more companies are relying on automating business processes. While the use of technology is no longer viewed as an accelerator, rather as a core component of business, it should not outweigh client centricity. Particularly in companies that rely on post-sales account managers to manage and nurture relationships with accounts – to retain and increase revenue from them. The objective then is to place client centricity at the center and create digital initiatives that facilitate this centricity.