Sales Research Publications

Sales Execution Analysis

2010 Sales Performance Optimization Sales Execution Analysis Report

 This report covers the ingredients of successful sales execution.  CSOs were asked to rate their organizations' effectiveness in conducting sell cycles.

 The metrics included in this report are:

• 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

$195.00