Three Tips to Align Sales and Marketing for Better Sales Results

sales and marketing alignment

Image via krishnan

We recently read a article that offered sage advice on the age-old problem of getting sales and marketing to align with advice from Ken Thoreson, managing partner of Acumen Management Group. Here are three tips he offered:

1) Track metrics. “Know the quality of leads coming in. Have marketing rate them from 1 to 5, then have sales rate them. Then it is up to top management to reconcile them. Know the close ratio, and understand the formula that links the marketing funnel to the sales funnel.”

2) Collaborate. “Lots of marketers do not attend trade shows, observe sales calls, or sit in on demonstrations. Marketers should spend three days with resellers if your company has channel partners.”

3) Compensate. “There is an old saying that if sales are down, the VP of sales is fired and the VP of marketing creates another plan. Give marketers performance-based compensation. In a large organization, you can give them 10 to 15 percent of compensation based on sales.”

Today, it’s imperative for sales and marketing teams to also think about the social aspect of alignment. At the upcoming Sales 2.0 Conference in London, Stephanie Dart, Senior Product Marketing Manager, Microsoft Dynamics CRM, will present “Your Road to Sales Enablement” and offer expert advice on how to combine social intelligence to boost the effectiveness of sales and marketing activities. Conference attendees will learn how focusing on the right metrics and providing marketing insight to your salespeople can help drive results.

Want to join the discussion on June 3rd in London? Register now to join us. Special registration rates expire today.

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One Response to Three Tips to Align Sales and Marketing for Better Sales Results

  1. Anthony says:

    There’s really only 4 ways to increase sales:

    Greater lead quantity – Expanding into new verticals and markets, approving more ad spend to drive traffic, opening up more avenues, referral and affiliate programs.
    Greater lead quality – finding better markets, better targets, better qualified prospects, and linking ad spend to actual conversions and revenue.
    Greater sales rep effort – phone calls, appointments set, collateral delivered, etc., linked to management tools that show how the process is actually running.
    Greater sales rep skill – coaching, scripting, needs analysis and qualifying approaches within each step.

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