2013 Sales Performance Optimization
2013 Sales Performance Optimization is divided into 12 Topical Reports
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Key Trends
Summary of Findings
Best Practices for 2013
Included with Purchase of any Topical Report
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Sales Rep Hiring & Compensation
Hire Successful Reps • Sales Force Change
Turnover • New Hire Profile • Quotas
Compensation • Ramp-up Time
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Sell Cycle Review
Deal Size • Sell Cycle Length • # Calls to Close
Rep Time Allocation • Lead Source
Progression Through Funnel • Win/Loss/No Decision
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Sales Strategy
Prioritize Accounts • Sales Plans • Account Research
Generate Leads • Qualify Opportunities
Incubate Leads
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Sales Execution
Understand Buy Cycle • Competitive Differentiation
Solution Meets Needs • Accurate Bids
Cross-sell Up-sell • Sell Value
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Account Management
Introduce New Products • Farm Additional Revenues
Communicate with Customers • Renew Business
Customer Loyalty • Voice of the Customer
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Sales Management
Hire Successful Reps • Access to Metrics
Accurate Forecasts • Win/Loss Reviews
Adapt Sales Process • Share Best Practices
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Sales Process
Training Investment • Training Ratings
Use of Sales Process • Process Impact
Sales Process Type, Adoption
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Core CRM
Types of CRM • Adoption Rate
CRM Access on Mobile Devices
CRM Benefits
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CRM 2.0
Collaboration • Lead Generation Management
Analytics • Social CRM
Internet Usage • Internet Impact
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Sales and Marketing Alignment
Define Qualified Leads • Lead Source
Rate Marketing Leads, Website, Collateral
Time from Lead Generation to Sales
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Going Forward
Initiatives Planned
Laying the Foundation for Sales Effectiveness
Included with Purchase of any Topical Report
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$795.00
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