Today’s Session

“Benchmarking Your Company: 2019 Sales & Marketing Metrics Review”

2019 TMSA Metrics Study

TMSA Sales & Marketing Metrics Study• Annual study to help understand

key sales and marketing metrics, how they change over time, and best practices for success in the industry

• Initially launched in 2014

2019 TMSA Metrics Study

Metrics and Trends include:• Demographics of Participants• CRM, Automation, Technology Use• Staff and Budget Sizes• Cost Per Sales (FTE)• Sales Contribution by Source• Reasons for Business Loss• Allocation of Marketing Budget• Digital Averages: Email Open Rates, Click Rates, etc.• Marketing Activity Outsourcing• How Metrics and ROI are Tracked

Today’s Session

5 Steps to Improve Your Sales and Marketing

Demographics of Respondents

Demographics of Respondents

Demographics of Respondents

5 Steps to Improve Your Sales, Marketing

Step 1: Leverage Technology • CRM Systems• Sales Automation• Marketing Automation• Emerging technologies in AI

Use of CRM Technology

5 Steps to Improve Your Sales, Marketing

Step 2: Listen to the Voice of Customer• Set upfront measurable goals and objectives • Ensure proper collaboration within the

relationship• Perform regular, meaningful customer reviews• Implement appropriate CX strategy

CX and Customer Reviews

Listen to the Voice of the Customer

5 Steps to Improve Your Sales, Marketing

Step 3: Look at Your Sales Strategy Holistically• Determine your sales goals and objectives and tie

them to overall business strategy• Deploy your sales organization based upon business

goals, objectives, strategy• Establish demographic profile (persona) of your

ideal customer • Set sales team for success with adequate tools and

support (technology, training, measurement, etc.)

Qualifying Sales Leads

Sales Organization Deployed

Reasons for Loss of Business

Measuring Salesperson Success

5 Steps to Improve Your Sales, Marketing

Step 4: Look at Your Marketing Strategy Holistically• Align Marketing strategy and operations with

Business Goals, Objectives• Establish SMART Goals: Specific, Measurable,

Achievable, Relevant, Time-based• Reflect all Marketing with the Buyer’s Journey• Fight for appropriate resources• Establish ROI Measurement best practices

Size of Marketing Budget

Marketing Budget by Category

Marketing Budget by Objective

Marketing ROI

5 Ways to Improve Your Marketing, Sales

Step 5: Ensure Proper Alignment

5 Steps to Improve Your Sales, Marketing

Step 1: Leverage TechnologyStep 2: Listen to the Voice of CustomerStep 3: Look at Your Sales Strategy HolisticallyStep 4: Look at Your Marketing Strategy HolisticallyStep 5: Proper Alignment between Sales, Mktg, Ops

Still Time to Participate!

Participate in the FINAL PHASE of the 2019 Sales & Marketing Metrics Study

• Visit TMSAtoday.org • Click “Sales & Marketing Metrics Study”

under Quick Links• Closing survey participation on June 15, 2019

Today’s Session

“Benchmarking Your Company: 2019 Sales & Marketing Metrics Review”