Sales Performance optimization
2006 Survey Results & Analysis
12th Edition

Single-user license: $995 5-user license: $2,495

Our Sales Performance Optimization report, 12th edition, is our flagship product designed to help executives more clearly understand the world of sales. We examine two perspectives: the "what" of selling - assessing the objectives sales organizations are trying to achieve. And, we look at the "how" of selling - analyzing the strategies and tactics to achieve financial and operational results.

Profile of Survey Participants:

Respondents:
Senior executives directly involved in the management of their organizations' sales forces.

Profile of 1,275 partcipanting companies:

• 57.2% had less than 50 salespeople
• 21.2% had 51 to 250 salespeople
• 21.6% had teams of >250 salespeople

The breakdown of the participation by major industry segments follows:

• 36.1% in Services including financial, high tech, general business, advertising/PR
• 42.4% in Manufacturing including both high tech and non-high tech
• 21.5% in Other covering retail, non-profits, government, education, distribution

This 217 page report along with the complete summary of Survey Questions & Reponses (12th edition)

Table of Contents:

• Survey Overview
• Executive Summary
• Sales Force Demographics
• Sell Cycle Analysis
• Detailed Sales Performance Assessment
• Rate of Change in the Marketplace
• Sales Methodology
• Customer Relationship Management
• Closing