Sales Performance optimization
2007 Survey Results & Analysis
13th Edition

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

Our Sales Performance Optimization report, 13th edition, is our flagship product. With over 1,300 companies surveyed, we identify and analyze the challenges impacting sales performance today. Then, we examine how these organizations are leveraging people, processes, technology and knowledge to address these issues successfully. We include best practices on optimizing lead generation, selling value, avoiding discounting, new sales rep ramp, forecast accuracy and much more.

Profile of Survey Participants:

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

Profile of 1,300 participating companies:

• 65% had less than 50 salespeople
• 17% had 51 to 250 salespeople
• 18% had teams of >250 salespeople

The breakdown of the participation by major industry segments follows:

• 41.2% in Services including financial, high tech, general business, advertising/PR
• 40.2% in Manufacturing including both high tech and non-high tech
• 18.6% in Other covering retail, non-profits, government, education, distribution

This 220 page report includes 100 performance metrics along with the complete summary of Survey Questions & Reponses (13th edition)

Table of Contents:

• Survey Overview
• Executive Summary
• Sales Force Demographics
• Sell Cycle Analysis
• Detailed Sales Performance Assessment
• Sales Process
• Customer Relationship Management
• Internet and Sales Knowledge Management
• Sales and Marketing Alignment
• Where Do We Go From Here?