Sales Research Publications

2010 Sales Performance Optimization

The 2010 Sales Performance Optimization study surveyed over 2800 sales organizations across 90+ metrics and found that many companies cut back on their investments in their sales teams, at a time when sales reps needed help the most. Lead generation budgets were frozen or reduced by 67% of the firms surveyed, training investments per rep decreased by 13%, net new investments in CRM technologies were curtailed, etc.

 "At the end of 2008 86% of the firms we surveyed reported that they were increasing quotas for 2009. Many of these firms then tried to 'cut their way to success' by reducing budgets. The results show that strategy was a huge mistake," said Barry Trailer, Managing Partner for CSO Insights. "Again in 2010 85% of the firms we just surveyed have raised their sales rep revenue targets. We can all hope that an improved economy will be the tide that raises sales performance this year, but it would be foolhardy to count on that. Higher quotas need to be accompanied by increased investments in sales in 2010 or we may be looking at even worse sales performance numbers next year."

 This year CSO Insights is presenting study findings in a new format. Instead of a single 225+ page report, twelve Topical Reports are available individually this year on specific topics such as sales process, CRM, sales management, etc.

Profile of Survey Participants:

Respondents: Senior executives directly involved in the management of their organizations' sales forces.

Profile of 2800 participating companies:

• 65% had fewer than 50 salespeople
• 15% had 51 to 250 salespeople
• 20% had teams of >250 salespeople

The breakdown of the participation by major industry segments follows:

• 43.7% in Services including financial, high tech, general business, advertising/PR
• 31.1% in Manufacturing including both high tech and non-high tech
• 25.2% in Other covering retail, non-profits, government, education, distribution

Contents of the 12 Reports in the 2010 Sales Performance Optimization Report are as follows:

 Key Trends Analysis Report - Learn more about this report or buy it individually

• 2010 Sales Performance Optimization Study Demographics
• Vertical Industry Breakdown
• Annual Revenues
• Number of Sales Reps
• 2010 SPO Study Analysis Overview
• 2009: A Year of Challenges for Sales
• Sales Managements' Top Objectives for 2010
• Sales Relationship/Process Matrix Analysis Revisited

 Sales Rep Hiring & Compensation Analysis Report - Learn more about this report or buy it individually

• Ability to Consistently Hire Sales Reps Who Succeed at Selling
• Planned Sales Force Size Change Over the Next 12 Months
• Annual Sales Rep Turnover Rates
• Experience Level of Majority of New Sales Hires
• Conduct Sales Competencies Assessments in Hiring New Sales Reps
• Type of Sales Aptitude/Competencies Assessment Tool Used
• Size of Average Annual Sales Rep Quota
• Competency Testing Impact on Hiring Success
• Targeted Compensation for Sales Reps
• Average New Sales Rep Ramp-up Time
• Targeted Compensation for First Line Sales Managers
• Ability to Implement Compensation Plans to Drive Precise Selling Behavior

Sell Cycle Review Analysis Report - Learn more about this report or buy it individually

• Position in the Marketplace
• Average Deal Size
• Average Sell Cycle Length
• Average Number of Calls to Close a Deal
• Sales Rep Time Allocation
• Lead Generation Analysis
• Percentage of Leads Resulting in an Initial Customer Discussion
• Percentage of Initial Discussions Progressing to a Presentation
• Percentage of Presentations Resulting in a Sale
• Percentage of Proposals Resulting in a Sale
• Percentage of Deals Closing as Originally Forecast
• Outcome of Forecast Deals

 Sales Strategy Analysis Report - Learn more about this report or buy it individually

• Ability to Prioritize Which Accounts to Focus Selling Efforts
• Ability to Develop Sales Strategic Plans for Key Accounts
• Ability to Thoroughly Research Prospects Prior to a Call
• Ability to Generate the Necessary Number of New Leads
• Ability to Properly Qualify and Prioritize Opportunities
• Ability to Effectively Incubate Leads with Interest, but No Time

 Sales Execution Analysis Report - Learn more about this report or buy it individually

• Ability to Clearly Understand Customer's Buying Process
• Ability to Effectively/Consistently Present Features and Benefits
• Ability to Differentiate Versus the Competition
• Ability to Align Solution with Customer's Needs
• Ability to Generate Accurate Bid/Configuration/Proposal
• Ability to Cross-sell and Up-sell
• Ability to Sell Value/Avoid Discounting
• Ability to Close Deals in Time Frame Originally Forecast
• Top Three Reasons Why Companies Win Competitive Deals
• Top Three Reasons Why Companies Lose Competitive Deals

 Account Management Analysis Report - Learn more about this report or buy it individually

• Ability to Effectively Introduce New Products
• Ability to Farm Additional Revenues from Existing Customers
• Ability to Effectively Communicate with Customers
• Ability to Renew Business with Existing Customers
• Ability to Create Customer Loyalty

 Sales Management Analysis Report - Learn more about this report or buy it individually

• Ratio of Sales Reps Per Sales Manager
• Ability to Consistently Hire Sales Reps Who Succeed at Selling
• Ability to Provide Sales Managers Access to Timely/Accurate Metrics
• Ability to Accurately Forecast Business
• Ability of Compensation Plans to Drive Precise Selling Behavior
• Ability to Regularly Conduct Win/Loss Reviews
• Ability to Continually Adapt Sales Process to Market Changes
• Ability to Proactively Identify Which Reps Need Coaching
• Ability to Effectively Share Best Practices Across the Sales Force
• Rate of Change Impacting Sales Teams

 Sales Process Analysis Report - Learn more about this report or buy it individually

• Annual Investment in Training Per Sales Rep
• Change in Amount of Sales Skills Training
• Change in Amount of Product Training
• Change in Amount of Customer Marketplace Training
• Change in Amount of Purchase Justification Training
• Change in Amount of Sales Management Training
• Change in Amount of CRM System Usage Training
• Adherence to Use of Sales Process
• Impact of Sales Methodology on Performance
• Type of Sales Methodology Used in Sales Process
• Sales Methodology Adherence Rate
• Attitudes Toward Recommending Sales Methodology Vendor

 Core CRM Analysis Report - Learn more about this report or buy it individually

• Organizations that Formally Implemented a CRM System for Sales
• Types of CRM System(s) Implemented
• CRM System End User Adoption Rate
• Provide Reps Access to Customer and Sales Information from Mobile Devices
• Benefits Resulting from CRM Usage
• Satisfaction Rating of Core CRM Vendor
• Recommend CRM Vendor to Others

CRM 2.0 Analysis Report - Learn more about this report or buy it individually

• Implementation of Sales Force Collaboration Solutions
• Implementation of Lead Generation Management Solutions
• Implementation of Sales Analytics/Forecasting Solutions
• Implementation of Sales Knowledge Management Solutions
• Implementation of CRM/Sales Process Integration Solutions
• Usage of the Internet to Support Sales and Marketing
• Impact of Internet Usage on Sales Performance

 Sales and Marketing Alignment Analysis Report - Learn more about this report or buy it individually

• Lead Generation Analysis
• Assessment of Quality and Quantity of Leads Generated by Marketing
• Marketing's View of How Sales Rates Leads Generated by Marketing
• Assessment of the Effectiveness of the Web Site at Engaging Prospects
• Assessment of the Quality/Quantity of Sales Collateral
• Time Frame for Lead Generation Programs to Generate Sales
• Ability to Create/Maintain Case Studies/References

 Going Forward Analysis Report - Learn more about this report or buy it individually

• Looking Ahead to 2010
• 2010 Targets Compared to 2009
• Perspectives on meeting 2010 Targets
• Top Sales Initiatives for 2010
• Reassess Your Existing Sales Team
• Optimize Investments in Lead Generation
• Make Training a Process to Support the "How" of Selling
• Leverage SKM to Optimize Sell Cycle Effectiveness
• Optimize Sales Collaboration
• Commit to Sales Management 2.0
• Align Compensation to Sales Optimization
• What's Your Path to Success in 2010?

Click Here if You Would Prefer to Receive an Invoice for this Publication

$1495.00