Sales ROI
The First in a Series of Profit Impact Strategies
A few margin points can make the difference between a sustainable business and significant risk to your entire company. BusinessLaunch is pleased to share with you a set of factors that, when properly managed, create maximum profit impact for every sales expense dollar invested.
Identified below are five key factors that can dramatically increase financial return on your sales investment. Your business may be in jeopardy if it is experiencing two or more of the problems highlighted in this table. These problems are solvable—and in fact have been solved—by tried and true methodologies that span industries, geographies and channel segments.
Sales ROI Factor |
Problem 1 |
Problem 2 |
Revenue Concentration |
Limited number of customers or markets | Limited number of vendors or product lines |
Sales Rep ROI |
20% of reps drive 80% of sales; typically below margin targets | Long “time-to-breakeven” for new reps |
Service Revenue |
Lack pipeline of high-margin quotes for services | Compensation gap in selling services vs. products |
Outbound Calling |
Reps claim “task saturation” limiting outbound calling | Outbound calling used for fulfillment or maintenance, not demand generation |
Up-sell / Cross-sell / Add-ons |
Limited revenue and margins because of missed opportunities on order intake | Investment in tools and training not producing desired return |
Results for other clients have included:
- A 2%-7% increase in overall sales, with existing staff
- An increase in outbound sales productivity of 50% to 100%
- Reduction of over $500K in operating expenses due to corporate inefficiencies and obsolete programs
- Identification of additional sales resources—and the funding to capture them—thus increasing overall sales capacity
Our senior team is comprised of six former C-level executives with almost 200 years combined experience in high-tech sales. We have launched more than 150 successful products through every high tech channel, reaching more than 50 countries worldwide. BusinessLaunch’s extensive network includes significant expertise in most vertical markets and product domains.
Learn how BusinessLaunch can help you improve sales ROI. We also offer a 30-minute consultation at no cost to qualified firms.
