Sales Research Reports

2011 Sales Management Optimization Report

Who's Coaching the Coach?

Last year's Sales Management research project received a lot of attention.  And raised eyebrows.  Our research showed that you get what you pay for, and if your sales manager compensation plan isn't carefully crafted, the results can be troublesome.  So we made this an annual report.

This report summarizes responses from more than 850 firms this year addressing issues of Sales Management development, sourcing and assessment.

The review is mixed in terms of gains and areas with little change. Forecast management is not improved from one year ago and is markedly down over the past five years.

Retaining top sales talent will be one challenge firms face this year.  Optimizing performance of your reps will be another. Managers will be spread across more reps and, increasingly, across more geography requiring new tools and techniques.

Key findings this year include:

• Win Rates of Forecast Deals Remain Flat
• Sales Management Training Effectiveness is Dropping 
• Rep Access to Managers is Decreasing 
• Without Process and Tools, Managers will Struggle to Succeed

Order the report to get the full story.

When you purchase this report, you will receive a PDF of the Sales Management Optimization Key Trends Analysis and a charts file with all the metrics from the report.

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$495.00