Sales Research Publications

Sales Management Analysis

2010 Sales Performance Optimization Sales Management Analysis Report

There is so much change confronting today's sales organizations and so much leverage through sound and progressive sales management that if you can raise the level of competence of your managers and the sales force, by extension, the sales results will follow. What we have reported over the past couple years and what you will see in this report is that sales management (i.e., first line sales managers) are overlooked and overwhelmed.

Too busy fighting fires, implementing the latest dictates handed down from on high, trying to bring in current business and close pending deals to worry about "building for the future," most managers find themselves running faster and faster only to be further behind. Hiring right, that is, consistently identifying and hiring reps that will succeed in your company remains unchanged this year even though doing so pays real dividends. "Who needs to worry about hiring, right? I'm trying to hang on to the reps I have." Sound familiar? If that's your logic for not worrying too much about this ability, our prediction is that you are in for stormy weather.

The metrics included in this report are:

• 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

$195.00