By Richard Scheig, Chief Revenue Officer, Upland Software
The view from where I sit as Upland Software’s Chief Revenue Officer is a profoundly interesting one. Our revenue teams are physically distributed through time zones and countries, as well spread across 25-plus product lines that serve industries from healthcare to tech. These complex operations alone would be enough to keep anyone’s head buzzing. But as a provider of a robust set of sales management and methodology capabilities, our teams work with some of the biggest sales organizations in the world. This gives me insight into the state of enterprise sales organizations outside my own, lending me a bird’s eye view into the ways that revenue teams are embracing the current state and accelerating the digital transformations that have become all the more urgent for every one of us over the last two years.
What I see from these dual worldviews is twofold: First, that the global pressures stemming from COVID and supply chain squeezes are throwing roadblocks in the path of us all. And second, while no one is immune to these challenges, the strategic account planning approaches that drive success today aren’t unique to any particular industry or business size. The foundational principles that move the needle are ones familiar to any sales leader: relationships and insights. It’s how faithfully (and effectively) we execute on these principles that makes the difference.
Continue reading “People & Problems: The core of strategic account planning”