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Motivating Sales for Enhanced Productivity

Leadership Growth Team Membership T FROST & SULLIVA N CEO CO-SPONSOR 2013 GLOBAL SALES LEADERSHIP SellingPower PRIORITIES SURVEY RESULTS Sales executives are wrestling with two perennial issues: (1) embedding a deep understanding of the customer within their sales processes, and (2) improving productivity. Sales leaders must successfully align the sales process with customer behavior, identify high-value activities, and invest in incentive and training programs to maximize reps' performance. Motivating Sales for Enhanced Productivity Access the 24-page report at http://www.frost.com/sublib/display-market-insight.do?id=277404944 FREE O | Key Sales Leadership Challenges Respondents identified their top internal challenges for 2013 and the associated root causes. PRIMARY CHALLENGE AND ROOT CAUSE Aligning the sales process with customers' i decision-making behavior! Г Inadequate staffing skills Sales Resource Trends Respondents shared their expected 2013 budget and staffing levels. STAFFING LEVELS Expect staffing to 50% remain constant BUDGETS Predict moderate 49% budget increases Sales Training and Incentives Respondents shared their perspectives on sales training and motivation practices and challenges. SALES TRAINING PROGRAMS 50% Use internal training and certification programs Primary Obstacle to Effective Training Cite limited 68% funding SALES CONTESTS Conduct 80% goal-oriented competitions Find them 47% highly effective Register at http://www.frost.com/sublib/display-market-insight.do?id%3D277404944 to download a free copy of our: >"Global Sales Leadership Priorities: 2013 Survey Results" SOURCE: "Global Sales Leadership Priorities: 2013 Survey Results" http://www.frost.com/sublib/display-market-insight.do?id=277404944. ORIGINAL FILE: JPG: http://bit.ly/Zm3nlk; PDF: http://bit.ly/17VC 6H Growth Team Membership TM (GTM) is a best practice research and consulting program that supports executives within the functions that report to the CEO. M [email protected] O www.gtm.frost.com @Frost_GTM Copyright © Frost & Sullivan

Motivating Sales for Enhanced Productivity

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Sales executives are wrestling with two perennial issues: (1) embedding a deep understanding of the customer within their sales processes, and (2) improving productivity. Sales leaders must successful...

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