2011 sbps-exec summary
- 1. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY Trends in Improving Sales Performance Study “We get caught in the psychological doldrums from news is, there are opportunities; clients are looking for providers to help them grow.” 2011 Survey Participant —
- 2. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY Sales Management Time and Value Support and Enablement
- 3. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY What do you see as the greatest 1. REWARD: “We’ve built and proven our 2. model. Now we are recruiting salespeople and driving marketing and sales activity. It’s a year of growth and return on our investments.” RISK: “Not understanding the challenges our clients are facing and how they will measure their success of dealing with those challenges.” RISK: “Pace of economic recovery.” 2011 Survey Participants — 8 6% World C lass 33% 3. Other 4.
- 4. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY RISK: “If we don’t become more strategic and link to customer business objectives and align our processes and rewards, I fear we will miss opportunities and continue to be seen as a product-focused company by our customers.” 2011 Survey Participant — 5. 6. 53% World C lass 15% Other Use of social media has increased to
- 5. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY Enabling a High-‐performance Sales Force 7. We know why our top performers are successful. 8. RISK: “We hired a number of new salespeople this past year. As a result, our biggest challenge is to make them productive as rapidly as possible and minimize sales turnover.” 2011 Survey Participant — 9 3% World C lass 9. Our sales performance metrics are aligned with our business 10. 39 % Other from our CRM system. Our management team
- 6. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY RISK: “We are moving forward with increased goals but no clear plan on what we will do differently to achieve those goals.” RISK: Our most senior executive leadership often hesitates about full Leveraging Leadership for Results commitment to marketing and marketing budgets and resources. 2011 Survey Participants — 11. 12. 95% World C lass 25% Other
- 7. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY REWARD: “Our smaller competitors are exiting the marketplace; many of them are available for acquisition.” RISK AND REWARD: “Economic recovery brings opportunity for additional business but also a great exodus of top talent.” RISK: “Our greatest risk is under- estimating our competitors and their ability to quickly respond to new opportunities.” 2011 Survey Participants —
- 8. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY 011 Miller Heiman Sales Best Practices Study Objectives and Research Objective: Scope Research Method Survey Instrument
- 9. SALES STRATEGIES FOR THRIVING IN A POST-RECESSION ECONOMY Time Frame