Faced with longer sales cycles, declining sales productivity, and increasingly discerning customers, companies are being forced to streamline and automate how sales information is processed, and change the mechanics of deal-making. Learn more about the strategies that best-in-class (BIC) companies are employing to improve sales effectiveness, boost productivity, and ultimately remain competitive.
action plan 30 60 90
example, the top strategic action taken by Sales Managers is focusing on lead quality (33%), not solely the number of leads coming down the pipeline. In fact, increasing the quantity of leads is rated among the lowest strategic priorities (7%). Instead, Sales Managers are more focused on increasing sales win rates (31%) and improving sales representatives knowledge of products, customer needs and competition (26%). Fast Facts Best-in-Class firms are nearly 2.5 times as likely as Average firms, and 9 ti