Closed Loop Reporting: Setting Goals to Get Sales and Marketing on the Same Team

Posted on May 25, 2017 3:26:26 PM by Kevin Page

Sales Manager: “We didn’t achieve our revenue goals this quarter, let’s talk about what needs to change for us to hit our numbers next quarter.”

Sales Team:

  • “We aren’t getting enough leads.”
  • “The leads we’re receiving are garbage and unqualified.”
  • “The marketing team doesn’t understand what we’re looking for”

Marketing Manager: “We didn’t achieve our revenue goals this quarter, let’s talk about what needs to change for us to hit our numbers next quarter.”

Marketing Team:

  • “The sales reps never close any leads.”
  • “The sales reps don’t take the time to record any information in our CRM.”
  • “We don’t have any information to understand what makes a lead qualified.”

Does this sound familiar? I know I’ve had experiences in meetings like these and I’m sure you have, too. They tend to be focused on excuses and negativity – two of my least favorite things. I’m here to tell you that there is a better way. Some people refer to the ‘better way’ as closed-loop reporting, but I prefer to call it ‘heaven on earth.’

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Posted in Lead Conversion, Sales Tools, Lead Generation, CRM, Closed Loop Reporting