2012 Sales Performance Optimization
2012 Sales Performance Optimization is divided into 12 Topical Reports
Purchase the entire report by using the shopping cart or any of the individual Topical Reports by clicking on the links below.
Key Trends
Demographics
2010 Rebound
Meeting or Beating Plan in 2012
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 • Manager Access to Metrics
Accurate Forecasts • Win/Loss Reviews
Adapt Sales Process • ID Reps for Coaching
Share Best Practices
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Sales Process
Training Investment • Training Ratings
Use of Sales Process • Process Impact
Sales Process Type
Process Adoption Rates
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Core CRM
Types of CRM • CRM Adoption Rate
CRM Access on Mobile Devices
CRM Benefits • CRM Vendor Rating
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CRM 2.0
Collaboration • Lead Generation Management
Analytics • SKM/Playbooks • 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
Setting Your Priorities • Pros Always Make It Look Easy
Show Up, Shut Up, and Keep Up
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$795.00
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