Boosting Revenue Without Increasing Marketing Headcount: A 30-60-90 Day Action Plan for Sales and Marketing Alignment

You’re no stranger to the pressure of hitting aggressive revenue targets. But what do you do when your sales and marketing alignment is out of whack, and yours teams are underperforming – and increasing headcount or budget isn’t an option? The answer lies in optimizing your existing resources, aligning your teams, and implementing a strategy that empowers your sales team and enhances marketing effectiveness.

In this blog, we’ll walk you through a 30-60-90 day action plan designed to improve sales enablement and sales and marketing alignment, driving revenue growth without increasing marketing costs or staff. Leveraging tools like HubSpot, you can streamline processes, automate lead nurturing, and create a collaborative, data-driven culture that fuels success.

Why Sales Enablement and Alignment Matter

When sales and marketing operate in silos, it leads to inefficiencies, missed opportunities, and a lack of accountability. Sales enablement ensures that your sales team has the right resources, tools, and content to engage prospects effectively. Meanwhile, aligning sales and marketing with shared goals and processes creates a seamless flow from lead generation to deal closure, improving overall performance.
The solution doesn’t lie in hiring more people but in optimizing how your teams work together. By leveraging technology and automation, you can improve outcomes without increasing costs.

The 30-60-90 Day Sales and Marketing Alignment Action Plan

Our SMART-based (Specific, Measurable, Achievable, Relevant, and Time-bound) action plan is designed to systematically improve the relationship between sales and marketing, create operational efficiencies, and ultimately drive revenue growth.

First 30 Days: Develop a Foundation for Sales Enablement

In the first 30 days, the focus is on assessing current processes, defining key metrics, and establishing the basic infrastructure for sales enablement.

1. Conduct a Sales & Marketing Audit: The first step is understanding where your teams currently stand. Review how leads are being generated, qualified, and handed off between sales and marketing. Use tools like HubSpot to track how each team uses content and automation, and gather feedback from team members to identify pain points.

Deliverable: Complete a comprehensive review by Day 7.

2. Define Shared KPIs: Set clear, measurable goals for both teams, such as MQL (Marketing Qualified Leads) to SQL (Sales Qualified Leads) conversion rates, average lead response times, and revenue influenced by marketing. This creates accountability and ensures that both teams are working toward the same objectives.

Deliverable: Establish KPIs by Day 10.

3. Build a Centralized Content Library: Organize all marketing materials (case studies, product sheets, etc.) into a searchable content library within HubSpot. This ensures sales reps can easily access the right content at the right time, reducing friction and improving engagement with prospects.

Deliverable: Build a library by Day 20.

4. Develop Sales Playbooks: Create sales playbooks within HubSpot that guide reps through common scenarios, including responses to objections, ideal customer profiles, and use cases. These playbooks standardize sales approaches and ensure that every rep is equipped with best practices.

Deliverable: Develop core playbooks by Day 30.

5. Set Up Sales Sequences: Automate key follow-up tasks using HubSpot’s sequences tool. Create automated email workflows for post-demo follow-ups, nurturing cold leads, and re-engaging prospects who haven’t responded.

Deliverable: Launch sales sequences by Day 30.

30-60 Days: Align Sales and Marketing for Optimal Performance

With the foundations in place, the next 30 days focus on sales and marketing alignment with clear processes and automation to ensure smooth collaboration.

6. Implement an SLA Between Sales and Marketing: Establish a Service Level Agreement (SLA) that defines what constitutes a qualified lead, how quickly sales must follow up on leads, and how feedback loops will operate. This ensures both teams are accountable and work in unison.

Deliverable: Implement SLA by Day 45.

7. Set Up Closed-Loop Reporting: Use HubSpot’s closed-loop reporting features to track how marketing leads progress through the sales pipeline. This allows both teams to see how their efforts contribute to revenue and where improvements are needed.

Deliverable: Set up reports by Day 50.

8. Automate Lead Nurturing Workflows: Create automated workflows in HubSpot that nurture leads based on their behavior (e.g., website visits, content downloads). This allows you to engage prospects at scale, without manual intervention, keeping them warm until they’re ready to speak with sales.

Deliverable: Launch automated workflows by Day 55.

9. Launch Shared Dashboards: Build a shared HubSpot dashboard that provides both teams with a real-time view of key metrics, such as MQLs, SQLs, conversion rates, and pipeline health. This fosters transparency and allows for more data-driven decision-making.

Deliverable: Create shared dashboards by Day 60.

10. Launch Bi-Weekly Sales-Marketing Syncs: Establish regular meetings between sales and marketing to review progress against shared goals, discuss challenges, and adjust strategies. This communication loop ensures ongoing alignment and continuous improvement.

Deliverable: Launch syncs by Day 60.

60-90 Days: Refine, Measure, and Scale

In the final 30 days, focus on optimizing pipeline management, refining lead qualification processes, and using data to drive continuous improvement.

11. Optimize Pipeline Management: Standardize the sales pipeline in HubSpot, creating clear deal stages and automated reminders for next steps. This increases visibility into deal progression and ensures that no opportunity falls through the cracks.

Deliverable: Optimize pipeline management by Day 75.

12. Run A/B Testing: Use HubSpot’s A/B testing tools to experiment with different email subject lines, landing pages, and CTAs. This allows you to identify what resonates best with your audience and optimize conversion points.

Deliverable: Complete tests and analyze results by Day 80.

13. Refine Lead Scoring: Based on data gathered from your new processes, refine HubSpot’s lead scoring model to better prioritize the most engaged and qualified leads for the sales team.

Deliverable: Adjust lead scoring model by Day 85.

14. Measure Performance Against KPIs: Review the shared KPIs set in the first 30 days and assess progress. Identify where improvements have been made and where gaps still exist. Adjust strategies based on data insights.

Deliverable: Complete KPI assessment by Day 90.

15. Develop a Continuous Improvement Plan: Establish a process for ongoing optimization, including regular reviews of performance data, continued testing of campaigns, and refining the SLA based on sales and marketing feedback.

Deliverable: Implement continuous improvement plan by Day 90.

Conclusion: A Strategy for Sustainable Growth

Download your copy of our guide, ‘90 Days to Transformation – The Ultimate Guide to Sales Enablement and Marketing Alignment‘ today.

By following this 30-60-90 day action plan, you can improve sales enablement, enhance collaboration between sales and marketing, and drive revenue growth without increasing headcount or budget. The key is leveraging tools like HubSpot to automate workflows, centralize resources, and create a culture of data-driven continuous improvement.

Not only will this plan help you generate more revenue, but it will also lead to more efficient processes, better-qualified leads, and a higher-performing sales team. With alignment and optimization at the heart of your strategy, you’ll be well-positioned for long-term success.

Ready to get started? Let’s talk about how to gain closer sales and marketing alignment to drive growth for your business!