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The Top Challenges Facing Sales Leaders in 2014

Qvidian THE SALES EXECUTION CHALLENGE: HOW DO YOU MEASURE UP? For over 59% of organizations, the top objective for 2014 is to capture new business in addition to optimizing revenues more profitably. This is a shift from previous years, as organizations transition from maintenance mode to aggressive growth mode as global economies further recover. Here are the key challenges and solution opportunities to improve sales execution, as reported by respondents: KEY MANAGEMENT OBJECTIVES 94% 87% 83% 82% 75% INCREASING IMPROVING OVERALL INCREASING GREATER VISIBILITY INTO SHORTENING WIN RATES QUOTA ATTAINMENT DEAL SIZES WHAT'S WORKING AND SALES CYCLES WHAT'S NOT WORKING KEY SALES OBJECTIVES O0000 58% 46% 25% 20% 20% CAPTURE NEw INCREASE PENETRATION INCREASE SALES IMPROVE CUSTOMER OPTIMIZE DEAL SIZE ACCOUNTS INTO EXISTING EFFECTIVENESS & LOYALTY & VIA UP-SELLING & ACCOUNTS PERFORMANCE SATISFACTION CROSS-SELLING CHALLENGES TO OVERCOME The top two challenges facing sales organizations include: Sales cycles too long 33% Difficulty presenting competitive differentiation 33% CLOSE BEHIND THESE ARE: OTHER CHALLENGES INCLUDE: Lack of common sales process across entire sales organization Poor sales and marketing alignment 24% 16% Difficulty establishing return on investment Overall ineffective and unadaptable sales process 20% 13% These challenges are all too common and are present in varying degrees across different organizations. SOLUTIONS MAY PRESENT OTHER CHALLENGES.. MORE TRAINING MORE CONTENT MORE SALES REPS 87% 70% 58% HOWEVER, 87% OF TRAINING CONTENT 70% OF BUYERS ARE HALFWAY IN THEIR WITH AN AVERAGE 9-MONTH RAMP-UP IS FORGOTTEN WITHIN WEEKS BUYING DECISION BEFORE CONTENT IS TIME, AND 58% OF THE TIME IS NOT PRESENTED SPENT SELLING EFFECTIVE SALES EXECUTION MUST: ALIGN LEVERAGE LINK TEAMS, PROCESSES, CONTENT, AND EXISTING INVESTMENTS BY BRIDGING TRAINING, COACHING, REINFORCEMENT, RESOURCES SPECIFIC TO THE BUYER'S THEM IN SELLING PROCESSES TO DRIVE AND OTHER RESOURCES DIRECTLY INTO PROCESS SALES BEHAVIOR SELLING PROCESS Qvidian provides cloud-based sales execution solutions that enable companies to accelerate sales ramp-up time, capture new business, and optimize sales performance by closing the gap between strategy and sales execution. The company's innovative software and advisory services offer real-time insight to ensure sales teams do what's needed to win, by driving repeatable methodologies and making the sales organization more agile. With over 1,200 global customers including Dell, Citi, ADP, CA, and Splunk, Qvidian is helping organizations significantly increase their profitable revenues while eliminating waste and reducing costs. For more information, visit or call 1-800-272-0047 or +44 (0) 870-734-7778. All data from Qvidian's annual sales execution survey results.

The Top Challenges Facing Sales Leaders in 2014

shared by Qvidian on Jan 31
The Sales Execution Challenge: How Do You Measure Up? 87% of sales executives indicated they needed to improve overall quota attainment. 33% of Sales leaders say long sales cycles are the biggest cha...


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