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sponsored by Microsoft
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Posted:
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18 Aug 2009
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Published:
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01 Apr 2008
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Format:
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PDF
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Length:
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14
Page(s)
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Type:
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White Paper
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Language:
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English
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ABSTRACT:
In boom times or not, increasing sales revenue is nearly always a top business objective for enterprises large and small. The key question, of course, is how?
As you'll learn in this white paper, increasing sales productivity is one popular way to improve the top line of any business. When all is said and done, however, productivity is based on the ability of individual sales professionals to achieve their objectives. While it is clearly important for reps to meet individual revenue targets (quotas), everything they do must be aligned with the revenue and business objectives of their enterprise.
So the main focus of this white paper is about revealing key factors in sales rep productivity, including what helps improve their efficiency (increasing selling time) and effectiveness (getting better results from the available selling time). Both are important and require strong leadership and teamwork between the sales and IT departments.
This paper looks at what sales executives, thought leaders and reps in the field say contribute the most to sales productivity, as well as the critical role technology can play. It will examine the key findings from a 2008 CustomerThink survey of sales professionals and business managers. Finally, it will review the practices that sales and IT leaders should follow for the best chance of success.
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Author
Bob Thompson
CEO
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CustomerThink Corp.
Bob Thompson is CEO of CustomerThink Corp., an independent research and publishing firm focused on customer-centric business management. He is also founder of CustomerThink.com, the world's largest online community dedicated to helping business leaders improve customer-centric business strategies.
Since 1998, Thompson has researched the leading industry trends, including partner relationship management, customer value networks and customer experience management. In January 2000, he launched CRMGuru.com (renamed CustomerThink.com in 2007) which now serves 300,000 business leaders monthly through its web site and email newsletters.
Thompson is a popular keynote speaker at conferences worldwide and has written numerous articles and papers, including his most recent report, Customer Experience Management: A Winning Business Strategy for a Flat World. Before starting CustomerThink, he had 15 years of experience in the IT industry, including positions as business unit executive and IT strategy consultant at IBM.
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sponsored by Microsoft
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