[FM Clients] SaaS vs. Traditional Models: Re-Calibrating Execution and Measuring Success

PART 2:

Of our series on aligning SaaS and Traditional sales models in your organization. So far we’ve identified key sales elements you can’t afford to be without and steps for aligning your messages, qualifying opportunities, and defining sales process benchmarks. 

Next steps? Challenges. You should expect them.

Key Challenges: Re-Calibrating Your Sales Execution

You can’t ignore challenges along the way.  It will only delay your forward progress.  Expect to encounter some bumps in the road that are unique to your company and your sales organization.  Also expect to face some common hurdles that almost every other sales organization will face in sales execution transitions.  

Here are some common challenge areas companies focus on in re-calibrating their sales processes for both Traditional and SaaS sales processes.

Measuring Success

Once you’ve assessed your sales process and addressed key challenges, you’ll want to begin tracking metrics on a consistent basis. 

Word to the wise…don’t overindulge on metrics. Measure only what you think will help track forward progress and uncover areas for improvement. 

Here are some best practice measurements you’ll want to focus on in each sales model:

By now you’ve gotten the essential elements to begin the process of aligning your SaaS and traditional sales models. Take these tips to strategically assess where you need to put your focus to successfully align the two sales models.