Sales Research Publications

Going Forward Analysis

2010 Sales Performance Optimization Going Forward Analysis Report

If you've read any or all of the 2010 Sales Performance Optimization (SPO) analyses, we most likely have confirmed your assessment: 2009 was a tough year-the toughest, in fact, in CSO Insights' sixteen years of gathering data. The year 2009 presented us with the biggest single-year drop in percentage of revenue plan attained and second lowest percentage of reps meeting/exceeding their assigned quotas (52%).

The challenges for keeping the Ship of Sales afloat and on course were tremendous. We witnessed a variety of strategies employed-deep cuts in expenses, reduced sales headcount, and product offerings at extraordinary pricing-all in an effort to make it through 2009. Congratulations! You survived what appears to be the worst of the storm!

However, the survey data also suggest that, while 2010 may provide somewhat smoother seas, ominous clouds will continue to threaten. What is the best response to the uncertainty of the year ahead and how are the lessons learned from 2009 applied?

The Table of Contents for This Report:

• Looking Ahead to 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?

Metrics Included in this Report:

• 2010 Targets Compared to 2009
• Perspectives on meeting 2010 Targets
• Top Sales Initiatives for 2010

$195.00