QSS Performance Matrix

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Performance matrix
 

Erratic Performer

Erratic performer graphic

How To Move From Erratic To High Performance

  • Strategy

    • Asset 8

      Need to win new customers?

      Sales Challenge

      Identify target opportunities based on accurate profiles and personas that can achieve optimal economic benefit from your solution.

      QSS Solution

      QSS Value Engineering helps your buyer create a financial justification and understanding of value derived from deploying your solution.

    • Asset 8

      Must increase sales to existing customers?

      Sales Challenge

      Achieving sales growth by expanding the footprint of your solutions sold into your existing customers.

      QSS Solution

      QSS Account Ignition provides a structured methodology to identify those existing customers that do not have optimal 'share of wallet.'

  • Structure

    • Asset 8

      Struggling to improve opportunity management?

      Sales Challenge

      Provide continuous adoption to the field on the optimal sales process by opportunity type that improve deal close rates.

      QSS Solution

      QSS 4Rights ensures your sales team is focused on the right opportunities, while efficiently and effectively managing the entire sales process.

    • Asset 8

      Have to optimize your sales process?

      Sales Challenge

      Too much folklore and not enough facts as to why sales is underperforming.

      QSS Solution

      QSS CRM Analyzer reviews your existing CRM data to pinpoint process challenges, by sales stage, that when corrected, will improve pipeline performance.

  • Enablers

    • Asset 8

      Leads not converting to sales?

      Sales Challenge

      Leverage recent wins, and optimal customer profiles, to source and execute successful demand generation campaigns.

      QSS Solution

      QSS Smart Targeting provides a structured analysis as to which sales opportunities are aligned to optimal customer profiles.

    • Asset 8

      Need to shorten sales cycles?

      Sales Challenge

      Lack consistency and insight as to why the velocity of sales opportunities are sporadic and unpredictable.

      QSS Solution

      QSS RealDeal Execution identifies your optimal 'must win' opportunities, and then provides a step-by-step plan to pursue and close.

  • Management

    • Asset 8

      Sales and marketing not aligned?

      Sales Challenge

      Establish process and accountability between sales and marketing from lead development to opportunity conversion.

      QSS Solution

      QSS Lead-to-Cash identifies the sources and types of leads that have the highest percentage of conversion to opportunity and eventual revenue.

    • Asset 8

      Not getting accurate sales forecasts?

      Sales Challenge

      Current CRM platform does not provide insight into future revenue performance and predictability.

      QSS Solution

      QSS North Star Metrics provides a suite of real-time reports in your CRM system that provide visibility into your revenue performance and predictability.

 

High Performer

High Performer Graphic

What Drives Consistent High Performance?

  • Strategy

    • Asset 8

      Have slowing revenue growth?

      Sales Challenge

      Your prospects need to quantify and differentiate the economic value of going with your solution.

      QSS Solution

      QSS Value Engineering helps your buyer create a financial justification and value derived from deploying your solution.

    • Asset 8

      Need to increase wallet share?

      Sales Challenge

      Achieving sales growth by expanding the footprint of your solutions sold into your existing customers.

      QSS Solution

      QSS Account Ignition identifies current customers that sales should focus on to generate near-term revenue and drive sales efficiency.

  • Structure

    • Asset 8

      Have a high cost of sale?

      Sales Challenge

      Establishing your CRM platform as the single source of truth eliminates opportunity management inefficiencies.

      QSS Solution

      QSS 4Rights ensures your sales team is focused on the right opportunities, while efficiently and effectively managing the entire sales process.

    • Asset 8

      Poor CRM adoption and ROI?

      Sales Challenge

      Sales performance and predictability suffer when a team has low or inconsistent CRM adoption and utilization.

      QSS Solution

      QSS CRM Analyzer leverages your existing CRM data and analytics to quickly identify and implement steps to improve your CRM adoption.

  • Enablers

    • Asset 8

      Not enough quality leads?

      Sales Challenge

      Not knowing your ideal customer profile breaks an important link between lead creation and conversion to quality opportunities.

      QSS Solution

      QSS Smart Targeting leverages your existing CRM data to identify optimal customers that sales and marketing can use to generate higher quality leads.

    • Asset 8

      Need to shorten sales cycles?

      Sales Challenge

      Velocity of sales opportunities decrease when sporadic and unpredictable stage-to-stage opportunity management exists.

      QSS Solution

      QSS RealDeal Execution identifies your optimal 'must win' opportunities, and then provides a step-by-step plan to pursue and close.

  • Management

    • Asset 8

      Is your infrastructure letting you down?

      Sales Challenge

      Seamless integration of your sales process to your sales infrastructure drives growth and scale objectives.

      QSS Solution

      QSS Lead-to-Cash drives consistency across your entire prospect engagement process from an initial lead to opportunity fulfillment.

    • Asset 8

      Need to improve sales metrics?

      Sales Challenge

      You suffer from a blizzard of data lacking clarity on which metrics truly drive revenue performance and predictability.

      QSS Solution

      QSS North Star Metrics normalizes your data into a consistent suite of CRM reports and dashboards that provide visibility across your entire lead-to-cash lifecycle.

 

Unproven Performer

Unproven performer graphic

Moving From Unproven To High Performer

  • Strategy

    • Asset 8

      Who is your optimal customer?

      Sales Challenge

      Cost-of-sale and sales rep productivity both suffer when you sell to the wrong customer.

      QSS Solution

      QSS Revenue Performance Launch analyzes your entire sales lifecycle to provide concrete steps to drive revenue performance and predictability.

    • Asset 8

      Are you closing your 'must win' opportunities?

      Sales Challenge

      Identifying those current prospects and customers that can move your near-term revenue needle.

      QSS Solution

      QSS Account Ignition is a proven methodology to identify those near-term optimal opportunities to pursue.

  • Structure

    • Asset 8

      Need to know your buyer's journey?

      Sales Challenge

      Misalignment to your buyer's journey reduces win rates, and results in the wrong deals getting stuck in your pipeline

      QSS Solution

      QSS Lead-to-Cash playbook provides a seamless buyer and seller engagement process from lead origination to opportunity fulfillment.

    • Asset 8

      What is your optimal sales process?

      Sales Challenge

      Inconsistent sales process adoption creates suboptimal CRM data, reporting and forecast accuracy.

      QSS Solution

      QSS 4Rights enforces rigor and discipline across your sales process so your team is pursuing and managing the right opportunities.

  • Enablers

    • Asset 8

      What is your optimal market?

      Sales Challenge

      Sales productivity requires your sales team to be ruthlessly focused on only the right opportunities.

      QSS Solution

      QSS Smart Targeting aligns your solution to those companies that fit your optimal customer profile.

    • Asset 8

      What is your optimal sales cycle?

      Sales Challenge

      Poorly qualified opportunities at each stage of the pipeline negatively impacts sales predictability and performance.

      QSS Solution

      QSS RevGen2 focuses on increasing the volume and velocity of quality sales deals by identifying the right opportunities to pursue.

  • Management

    • Asset 8

      Need to get sales and marketing aligned?

      Sales Challenge

      Is marketing delivering the quality and quantity of sales ready leads to meet your sales objectives.

      QSS Solution

      QSS Lead-to-Cash playbook drives a seamless buyer engagement model that increases the conversion of quality leads and improves pipeline predictability.

    • Asset 8

      What can you learn from win/loss analysis?

      Sales Challenge

      Drive sales efficiency by uncovering best practice personas for opportunities you win versus lose.

      QSS Solution

      QSS Revenue Performance Launch analyzes your won and lost deals to uncover the optimal opportunity personas that drive sales efficiency and revenue performance.

 

Under Performer

Under performer graphic

Moving From Under To High Performer

  • Strategy

    • Asset 8

      Must increase sales to existing customers?

      Sales Challenge

      Achieving sales growth by expanding the footprint of your solutions sold into your existing customers.

      QSS Solution

      QSS Account Ignition expands revenue growth by focusing on optimal customer profiles aligned with core solution offerings.

    • Asset 8

      Need to increase wallet share?

      Sales Challenge

      Your prospects need to quantify and differentiate the economic value of your solution before recommending additional purchases.

      QSS Solution

      QSS Value Engineering helps your buyer develop ROI justification to expand the deployment of your solution within their organization.

  • Structure

    • Asset 8

      Have to optimize your sales process?

      Sales Challenge

      Poor sales process adoption creates inaccurate CRM data, reporting and forecast accuracy.

      QSS Solution

      QSS Lead-to-Cash drives a seamless buyer engagement model that increases the conversion of quality leads and improves pipeline predictability.

    • Asset 8

      Poor CRM adoption and ROI?

      Sales Challenge

      Decline in sales performance and predictability is directly linked to lack of CRM adoption and utilization.

      QSS Solution

      QSS CRM Analyzer leverages your existing CRM data and analytics to provide prescriptive steps to improve CRM adoption and utilization.

  • Enablers

    • Asset 8

      Scrambling to improve lead flow?

      Sales Challenge

      Not knowing your ideal customer profile decreases lead quality, conversion to opportunities and alignment with sales.

      QSS Solution

      QSS Smart Targeting leverages your existing CRM data to identify optimal customers that sales and marketing can use to generate higher quality leads.

    • Asset 8

      Have to improve sales win rates?

      Sales Challenge

      Identify those near-term prospects and customers that can have the highest probability to close.

      QSS Solution

      QSS RevGen2 helps create and execute a sales campaign focused on those opportunities that have the highest probability to close.

  • Management

    • Asset 8

      Not getting accurate sales forecasts?

      Sales Challenge

      Lack of adoption and utilization of your CRM platform creates low confidence and decreased visibility into the forecast.

      QSS Solution

      QSS CRM Analyzer reviews existing CRM data to pinpoint sales process and adoption challenges that, when corrected, will improve forecast accuracy.

    • Asset 8

      Need to improve sales metrics?

      Sales Challenge

      Create a consistent suite of CRM reports to identify those metrics that drive revenue performance and predictability.

      QSS Solution

      QSS North Star Metrics provide proactive visibility across your enterprise on how to optimize revenue performance and predictability.