Automotive Internet Sales Management Professionals

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Charles Duhigg on the Power of Setting Smart Goals

As any inbound certified member of our community knows, setting SMART goals (that's Specific, Measurable, Achievable, Realistic, Time-bound) is the keystone managing (and measuring) highly productive sales and marketing teams.

Aligning these goals is what keeps marketing and sales teams in lock-step.

For example, marketing may have a Service-level Agreement (SLA) with sales to generate 100 marketing-qualified leads (MQLs) per month, and in return, sales agrees to "work" at least 80% of those MQLs generated by marketing, and provide feedback to marketing about which ones resulted in the most productive conversations, and new business.

This relationship gives marketing teams perspective. They can look 'down' the sales funnel to identify which campaigns, content, and touchpoints generate the best conversations for sales. Conversely, it gives sales teams a view to the top of the marketing funnel, allowing them to prioritize MQLs from the campaigns, content, and touchpoints that have led to success in the past.

When both teams have this view, magic happens. They work together as one revenue team, and collaborate to maximize efficiency and revenue.

Aligning sales and marketing teams might seem like a job for the managers of these teams, but it truly needs to happen at all levels of the organization. a combination of our marketing and sales software, is built to enable this interaction between teams. It's a truly powerful example of the 1+1=3 mentality that drives many of our teams here at HubSpot.

In this master class, HubSpot Academy Inbound Sales Professor Kyle Jepson, is going to be interviewing Charles on the power of setting SMART goals, and why productivity is at the heart of growing companies through proper alignment between marketing and sales. The more value we can muster from every bit of effort these teams put forth, the faster we can grow and scale.

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