Sales Performance optimization
2008 Survey Results & Analysis
14th Edition

Single-user license: $1,495 5-user license: $2,995

Our Sales Performance Optimization report, 14th edition, is our flagship product. With over 1,500 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 1,500 participating companies:

• 64% had less than 50 salespeople
• 15% had 51 to 250 salespeople
• 21% 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
• 43.2% in Manufacturing including both high tech and non-high tech
• 15.6% in Other covering retail, non-profits, government, education, distribution

This 213 page report includes over 100 performance metrics.

Table of Contents:

• Survey Overview
• Introduction
• Sales Force Demographics
• Sell Cycle Analysis
• Sales Strategy Development Assessment
• Sales Cycle Execution Assessment
• Account Management Assessment
• Sales Management Assessment
• Sales Process Assessment
• Customer Relationship Management (CRM) Utilization
• Internet and Sales Knowledge Management Utilization
• Sales and Marketing Alignment
• Where Do We Go From Here?