2007 Sales Effectiveness Best Practices Study

Single user license: $795 5-user license: $1,795

Our 2007 Sales Effectiveness report titled "Demystifying the Sales Effectiveness Challenge" reports on what sales executives believe are the best practices in sales effectiveness and measures how often those best practices are put to use. Released November 2007, this report will help you chart your course to improved sales effectiveness. 258 companies in B2B industries participated in this study.

Profile of Survey Participants:

Respondents:
Sales executives personally involved in the business to business sales management. 44% of the respondents were Cheif Sales Officers and 56% were senior managers responsible for sales or sales operations.

Profile of 258 partcipating companies:

• 60% had less than 50 sales reps
• 20% had sales reps of 50 to 250
• 20% had more than 250 sales reps

The breakdown of the participation by major industry segments follows: 30% technology firms (computer hardware, software, and communications organizations); 30% services firms (technology services and professional services organizations); and 40% Other (non-computer related manufacturing, healthcare firms, retail/consumer packaged goods, non-profits, government, education, travel, and transportation).

The report is 36 pages including analysis and summary of the survey questions and responses.

• Executive Summary
• Introduction
• What Makes Salespeople More Effective?
• The Knowing - Doing Gap
• Laying the Foundation for Improving Sales Effectiveness
• Answers to Sales Effectiveness Challenges
• Conclusion