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November 21, 2004
Trends in Sales Excellence
Another interesting study here - Top 10 Trends in the Move Toward Sales Excellence.
A study of 1,535 professionals by CSO Insights in cooperation with CRMGuru.com, uncovered a wealth of insights in to the challenges sales forces are encountering today. The Top 10 trends for 2004 are:
1. It is all about revenue
2. Sales are working harder for the same or less return
3. Dismal pipeline analysis/forecasting is demanding new accountability
4. "No decision�h is more often the single biggest competitor
5. Sales effectiveness is a key strategy for optimizing performance
6. The quality of sales people is far higher than it was a few years ago.
7. CSOs are reasserting themselves in their demands for activity and pipeline reporting and adherence to sales processes�\improving process is gaining steam.
8. The adoption of Customer Relationship Management (CRM) technology is again on the rise, though results of its use are mixed.
9. The fourth part of the sales equation is becoming sales knowledge management. The idea of leveraging people, process, and technology has been bantered around for a decade or more now.
10. The status quo is not an option. Selling like we did five or ten years ago will not meet the demands of the marketplace today.
Posted by at November 21, 2004 01:56 PM
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