Docs / Channels
Channels are the marketing sources of new deals. These may be conferences, referrals, cold-calls, emails, Adwords, podcasts, partners, and so on.
The source of deals can have as much an impact on sale performance as the salesman themselves
Not all channels are created equal. The performance of a sales team is heavily influenced by the mix of channels that is producing new deals. Some channels will have a naturally higher conversion rates than others. As Marketing makes changes in their various channels, this will have an impact on sales team performance. It is critical that the sales team follow a consistent qualification criteria so that the marketing team can use the OSM data to improve the leads it is generating for the sales team.
ObjectiveSalesManagement.org maintains the documentation of the OSM model and provides training certification for Partners and clients that wish to use OSM within their businesses.
OSM is sponsored by SalesInsights.io, a reporting and dashboard tool implementing the OSM model
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