CSOs Mind the Gap: Leading Practices for Agile Selling

CSOS Mind The Gap New global study of the Chief Sales Officers of billion-dollar-plus companies reveals gap between optimistic 2013 growth goals and actual plans. 75% are increasing their revenue target by 5% or more but only 12o believe they can achieve it The 2013 CSO Insights Report shows the reality CSOS face, and what can be done to improve it. 1} Loyalty Learning Curve feel their firm meets 79% or exceeds of all leads come from fewer 23% existing customer referrals, suggesting a loyalty lapse but expectations than in creating customer loyalty NEED: Gain a 360-degree view of customer and develop models to bolster loyalty by matching preferred buying behaviors and service preferences 2} Building Partnerships only 12% say their customers view their as trusted partners firms of sales reps' time is non-customer but 65% facing, minimizing opportunities to build customer relationships NEED: Balance the art and science of selling by ensuring efficient value-add 3} On-The-Go CRM of CSOS believe mobile CRM 80% improves sales team performance provide mobile access to critical but fewer 50% sales and than customer data NEED: Leverage social, mobile, analytics and cloud capabilities to meet customers where they want to transact and to increase sales effectiveness Salesforce.com launched sales methodology training with"fully loaded" tablets to maximize excitement and adoption of its new mobility strategy* 4} Working Upstream of CSOS say they need help 41 % generating revenue streams admit the need to improve but fewer 47% cross-selling and up-selling within their current customer base than NEED: Enhance integration of sales, marketing, and service to help increase revenue from current customers 5} No (Cross) Sale 76% but 82% of CSOS say it's quicker to close a deal with an existing customer than a new one do not direct their customer service reps to leverage cross- or up-selling opportunities NEED: Offer a consistent customer experience at every touch point to bring your selling "promise" to life and grow business for current and future customers Successful organizations focus on making cross-functional improvements to adopt a more agile-selling approach. Download the 2013 CSO Insights Report at: www.accenture.com/CSO SELLING *Learn more about agile selling in the book: Selling Through Someone Else: How to Use Agile Sales Networks and Partners to Sell More. www.accenture.com/agileselling accenture consulting technology | outsourcing © 2013 Accenture All rights reserved.