Sales Research Publications

Sales Process Analysis

2010 Sales Performance Optimization Sales Process Analysis Report

The questions addressed in this report include:

• How much do firms invest in training per rep and has this been affected by the economy?
• With particular respect to sales skills training, if we hire experienced reps haven't they already been exposed to a fair amount of training?
• I want my reps doing more consultative and/or solution selling; is product training still necessary?
• And if product training still dominates, is this enough to dominate in sales?
• Do sales managers need to be trained or will they have what they need from being reps first?
• You're kidding. We invested in a CRM system, now we have to invest to train our people on how to use the system?!
• Does sales (methodology) training really make any difference?

Metrics included in this report are:

• 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

$195.00