Misalignment between sales and marketing is costing companies billions in lost revenue and wasted budget. Julia Payne, founder of Fractional CMO Services, offers practical steps for building shared goals, using data effectively, and creating a culture of accountability between teams.
An estimated $1 trillion is lost annually in the U.S. due to misalignment between sales and marketing, according to LinkedIn’s “Art of Winning” report. In the UK, similar patterns emerge, with businesses losing up to 10% of annual revenue when these two functions fail to operate holistically. Clearly, when sales and marketing fail to align, businesses aren’t just wasting campaign spend and salaries, they’re sacrificing future growth, customer trust, and long-term survival.
Misalignment is Expensive
It is important to understand that sales and marketing often pursue similar goals in completely different ways. Marketing may focus on impressions, leads, and engagement, while sales concentrates on qualified prospects, revenue, and closing deals. Without shared metrics or definitions, the disconnect grows. Marketing may drive high volumes of leads to the website, but without collaboration, these prospects may not fit the ideal customer profile. The result? Sales teams waste time following up with poor-quality leads, leading to disharmony and ineffectiveness.
When sales and marketing teams are in sync, they can work together to successfully tailor their messaging to different stages of a customer’s journey. Marketers can nurture prospects with appropriate content and tone of voice before passing them over to the sales team. The result – increased levels of buy-in, improved customer satisfaction with higher retention rates.
Successful connection
Of course, this requires more than just shared agreement on an initial plan. It also calls for regular alignment check-ins and the usage of systems that operate across shared tools, processes and metrics. For example, when both teams access the same data, they’re better equipped to track, measure, and adjust strategies together.
They will also be better positioned to take responsibility and accountability for any positive or negative outcomes, by working together to redefine successful solutions or fix mistakes when things don’t quite work out as planned. This is a marked difference from the siloed approach, where each team intensifies hostilities by blaming the other.
Overreliance on tech
Technology can be of enormous help in collaborations, particularly when it comes to the sharing of customer data, which forms the backbone of grounded decisions. However, a shared dashboard is only useful if both teams are willing to engage with it actively, drawing insights and conclusions based on the mutual interpretation of these collective sources. If the sales team ignores marketing recommendations or marketing fails to ask the right follow up questions, even the most sophisticated systems become yet another divide.
Remember, the foundation of good alignment is human-centred. That means senior leaders must make a conscious effort to achieve open, honest communication via defined terms and create constructive feedback structures which foster a culture of collective progress over finger pointing.
Building a culture of collaboration
Real alignment, then, is a top-down process. By creating a culture where collaboration is not just encouraged but expected, leadership can transform strategies and improve campaign and outreach outcomes. This means joint planning sessions, regular debriefs and reward-based incentives across both teams operating together cohesively, rather than celebrating isolated achievements. Marketing must be present at sales meetings and sales should likewise feedback on campaign performance, with both teams using the results to refine their strategies rather than to apportion blame.
Building content together from the outset can really help, here, to promote that unified team spirit and perspective. Whether this is agreeing on the overlap between what makes a good marketing-qualified lead (MQL) and sales-qualified lead (SQL), to really homing in on the target audience or creating shared case studies and objection-handling documents.
One journey, one brand
Ultimately, alignment is all about recognising that sales and marketing are not rivals, as tensions between teams in many companies would have you believe. Rather, they are two sides of the same coin. Customers don’t distinguish between campaigns or conversions, experiencing only one journey, be it smooth or disjointed. Businesses that bring the two functions together will be off to a much more positive start, not only keeping leads happy, but also saving money and accelerating growth over time. Together, marketing and sales will move faster, convert more efficiently and retain happy customers for much longer.
With instability and rising competition now characterising the business landscape, every penny spent on marketing counts and must create ROI and every sales opportunity could make a vital difference to growth. Companies must therefore learn to prioritise alignment. Failure to do so won’t just waste time and budget, it could also cost an organisation their competitive edge.