growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                 2011 surv...
growth team m e m b e r s h i p™                                                                                    2011 s...
growth team m e m b e r s h i p™                                                         2011 survey results              ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                         2011 survey results              ...
growth team m e m b e r s h i p™                                                                                        20...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                         2...
growth team m e m b e r s h i p™                                                         2011 survey results              ...
growth team m e m b e r s h i p™                                                                                     2011 ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                         2...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                         2011 survey results              ...
growth team m e m b e r s h i p™                                                                                          ...
growth team m e m b e r s h i p™                                                                                        20...
Upcoming SlideShare
Loading in …5
×

2011 Sales Leadership Priorities Survey Results: Asia Pacific

826 views

Published on

An analysis of the 2011 Sales Leadership Priorities survey for the Asia Pacific region.

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
826
On SlideShare
0
From Embeds
0
Number of Embeds
32
Actions
Shares
0
Downloads
10
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

2011 Sales Leadership Priorities Survey Results: Asia Pacific

  1. 1. growth team m e m b e r s h i p™ 1Asia Pacific 2011 Sales Leadership Priorities Survey Results Executive Summary . . . . . . . . . . . . . . . . . . . . . . . . 2 Section Sales Effectiveness and Practices . . . . . . . . . . . . . 12 What is the Growth Team Membership™ . . . . . . 3 3 intro Sales Leadership Overarching Challenges . . . . . . 19 Survey Purpose and Respondents . . . . . . . . . . . . . 4 Section Section External Factors Shaping Sales Leadership’s 1 Strategies . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 4 Respondent Demographics . . . . . . . . . . . . . . . . . 20 Section 2 Key Sales Leadership Challenges . . . . . . . . . . . . . . 8 in cooperation with ®The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved.
  2. 2. growth team m e m b e r s h i p™ 2011 survey results 2 Executive Summary Main External Challenge The challenge is capitalizing on emerging markets intro Section Key Internal Challenge Internal Challenge Root Cause 1 The challenge is identifying and qualifying high-potential prospects The challenge’s root cause is staff limitations Section 2 Section Resources Tools and Practices Social Media in Sales 3 Respondents foresee a moderate increase in budgets and staffing in 2011 Respondents utilize traditional tools such as sales automation and customer Social media is typically used to identify leads and pinpoint customer needs relationship management software Section 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  3. 3. growth team m e m b e r s h i p™ 2011 survey results 3 What is the Growth Team Membership™? The Growth Team Membership™ (GTM) is a GTM provides best practices, events, and services to subscription program that supports executives within enable executives to address internal challenges within the functions reporting to the CEO. their companies. CEO’s Growth Team™ GTM: Creating Client Value GTM’s case-based best practices help executives: R&D/ intro Innovation Corporate Sales Sales Strategy Leadership Leadership Speed the design and implementation of initiatives by Section not reinventing the wheel 1 Marketing CEO Corporate Development Save money and reduce risk by avoiding mistakes made by other companies Section Market 2 Investors/ Finance Research Accelerate problem solving with a cross-industry perspective Competitive Intelligence Section Improve their function/company’s performance and 3 productivity Section 4 Email us GTMresearch@frost.com Visit us online www.gtm.frost.comThe contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  4. 4. growth team m e m b e r s h i p™ 2011 survey results 4 Survey Purpose and Respondents Research Objective Methodology Survey Population In Cooperation with To understand the most Web-based survey platform Target respondents were ® pressing external and internal Manager level and above sales challenges shaping sales executives from companies executives’ 2011 planning . throughout the Asia Pacific region . intro Section 1 Section 2 55 survey Section respondents 3 Section 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  5. 5. growth team m e m b e r s h i p™ 2011 survey results 5 intro Section 1 External Factors Shaping Sales Leadership’s Strategies Section 2 Section 3 Section 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  6. 6. growth team m e m b e r s h i p™ 2011 survey results 6 Sales strategies are driven by the need to capitalize on emerging markets and overcome customers’ price sensitivity Top Three External Factors External Factor 1 Emerging global markets (22%) intro Section 1 External Factor 2 Decreasing customer willingness to pay [downward pricing pressures] (16%) Section 2 Section 3 External Factor 3 Need for product and service innovation (20%) Section 4 Survey Question: Please specify the Top Three external factors shaping your sales strategy in 2011 .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  7. 7. growth team m e m b e r s h i p™ 2011 survey results 7 External Factors Impact on Sales Leadership intro Opportunities for Sales Challenges for Sales Leadership Leadership Decreasing customer willingness to pay [downward pricing Section pressures] (100%) Emerging global markets 1 (100%) Section Need for product and service innovation (80%) 2 Section 3 Section 4 Survey Question: Please indicate if the following factors present a challenge or an opportunity for your 2011 sales strategy .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  8. 8. growth team m e m b e r s h i p™ 2011 survey results 8 intro Section 1 Section 2 Key Sales Leadership Challenges Section 3 Section 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  9. 9. growth team m e m b e r s h i p™ 2011 survey results 9 Top Three Sales Leadership Challenges Identifying and qualifying high-potential prospects Challenge 1 intro Section 1 Responding to clients’ changing business environment and challenges within it Section Challenge 2 2 Section 3 Defining and implementing key metrics (e .g . customer loyalty, retention, and profitability) for all sales activities Section Challenge 3 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  10. 10. growth team m e m b e r s h i p™ 2011 survey results 10 The challenges cover the entire sales cycle Top Five Key Sales Leadership Challenges Challenge 1 Identifying and qualifying high-potential prospects (28%) intro Responding to clients’ changing business environment and challenges Challenge 2 within it (16%) Section 1 Defining and implementing key metrics [e .g . customer loyalty, Challenge 3 retention, and profitability] for all sales activities (8%) Section 2 Challenge 4 Increasing share-of-wallet with current clients (12%) Section 3 Equipping reps to be more effective solutions sellers [creating value Challenge 5 beyond price] (9%) Section 4 Survey Question: Please indicate the top five functional challenges shaping your sales plans in 2011 .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  11. 11. growth team m e m b e r s h i p™ 2011 survey results 11 Sales’ key challenges are caused by a lack of common objectives and staff limitations Top Five Sales Leadership Challenges Root Cause of Top Five Sales Leadership Challenges Challenge 1 Identifying and qualifying high-potential Staff: Limited resources (36%) prospects intro Challenge 2 Responding to clients’ changing Staff: Limited resources (50%) business environment and challenges within it Section 1 Challenge 3 Defining and implementing key metrics Strategic Alignment: Lack of (e .g . customer loyalty, retention, and common objectives (33%) profitability) for all sales activities Section 2 Challenge 4 Increasing share-of-wallet with current clients Strategic Alignment: Lack of common objectives (50%) Section Challenge 5 3 Equipping reps to be more effective solutions sellers (creating value Staff: Lack of knowledge (66%) beyond price) Section 4 Survey Question: Please indicate if the root cause of your top five functional challenges are—staff, process, technology/systems, or strategic alignment .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  12. 12. growth team m e m b e r s h i p™ 2011 survey results 12 intro Section 1 Section 2 Section 3 Sales Effectiveness and Practices Section 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  13. 13. growth team m e m b e r s h i p™ 2011 survey results 13 Sales Leadership Effectiveness and Practices Snapshot Respondents rank their sales function’s effectiveness as “Above Average” intro Sales executives use tools primarily to increase productivity Section 1 Section 2 Respondents expect staffing levels to increase moderately in 2011 Section 3 Respondents expect their sales budgets to increase moderately in 2011 Section 4The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  14. 14. growth team m e m b e r s h i p™ 2011 survey results 14 Sales executives tend to consider their function’s effectiveness as “Above Average” Sales Leadership’s View of Its Effectiveness Exceptional Below Average 10% 15% intro Section 26% Average 1 49% Above Average Section 2 Section 3 Section 4 Survey Question: Please assess the overall effectiveness of your sales function compared to those in other firms within your industry .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  15. 15. growth team m e m b e r s h i p™ 2011 survey results 15 On average, companies attribute 40% of their sales to distribution channels and partnerships Sales by Partnerships 50% intro 40% is the median percentage of sales attributed to distribution 29% channels and partnerships . Section 1 25% 23% 20% Section 16% 2 12% Section 3 0% 1 to 20% 21 to 40% 41 to 60% 61 to 80% 81 to 100% Section 4 Survey Question: What percentage of your 2010 company sales were attributed to distribution channels or partnerships and alliances?The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  16. 16. growth team m e m b e r s h i p™ 2011 survey results 16 Respondents tend to use sales tools to increase productivity Primary Purpose of Technology and Practices Tool/Practice 1 Increase sales productivity (32%) Sales Force Automation intro Tool/Practice 2 Customer Relationship Management Improve information on customer needs (31%) (CRM) Software Section Tool/Practice 3 1 Enable value-based selling to customers—focus on Solution Selling Practices outcomes not price and features (67%) Section Tool/Practice 4 Do not use (42%) 2 Sales Enablement and Productivity Tools Increase sales productivity (19%) Section Tool/Practice 5 Do not use (48%) 3 Telepresence or Live Streaming Video Comm Capabilities Reduce cost of sale (11%) Section Tool/Practice 6 Do not use (43%) 4 Social Media Boost customer satisfaction and loyalty (19%) Survey Question: Please indicate the primary purpose for implementing each of the following technologies and practices:The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  17. 17. growth team m e m b e r s h i p™ 2011 survey results 17 Social media is used to identify leads and pinpoint customer needs Social Media in the Sales Cycle 40% intro 31% 25% 25% Section 1 20% 14% Section 2 6% Section 3 0% Identifying and Pinpointing Needs Presenting 0% Finalizing the Supporting Do Not Use Qualifying Leads and Creating Solutions Sale an Ongoing Awareness Relationship Section 4 Survey Question: Please indicate where social media is most useful with customers during the sales cycle:The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  18. 18. growth team m e m b e r s h i p™ 2011 survey results 18 Sales executives foresee an increase in resources in 2011 Sales Leadership Staffing and Budgets 2011 Staffing Decrease Moderately 3% Increase Substantially Stay the Same 14% 17% intro 66% Section 1 Increase Moderately Budget Section 2 Decrease Moderately 3% Stay the Same 8% Section Increase Substantially 35% 3 54% Section Increase Moderately 4 Survey Question: In comparison to 2010, your 2011 staff and budget will:The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  19. 19. growth team m e m b e r s h i p™ 2011 survey results 19 what’s keeping sales executives up at night in 2011? The Top Overarching Challenges Affecting Sales Executives Overarching Challenges Sample Solutions from the Growth Team Membership High-Potential Prospects Learn how Farmers Insurance uses a Consumer Sales executives must identify ways to focus activities Lifetime Value (CLTV) model—the revenue a intro on high-potential prospects and align the sales process customer generates during their lifetime with the to customer purchasing behavior . company—to pursue sales and marketing strategies based on the monetary value of each customer . Section Value-Based Selling 1 Learn how Energy Company* evaluated the Sales executives need to implement a value-based sales process and sales force’s capabilities before selling approach that emphasizes solutions over features implementing a sales effectiveness program that and pricing . conveys value beyond price . Section * Energy Company is a pseudonym . 2 Distribution Channel Partners Learn how our Distribution Channel Optimization Companies tend to rely heavily on distribution channels toolkit helps you conduct an unbiased evaluation of Section for sales . However, due to changes in customer your company’s current distribution channels and 3 purchasing behavior, Sales needs to ensure that partners on their effectiveness in reaching customers distribution channels are still meeting its needs . and ability to differentiate your organization from the competition . Section 4 The Growth Team Membership™ (GTM) is an annual subscription program that supports executives in Marketing, Sales Leadership, Corporate Strategy, Corporate Development, R&D/Innovation, Market Research, and Competitive Intelligence . GTM offers best practices research, events, and services to address the internal challenges executives face . Contact us at GTMResearch@frost .com .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  20. 20. growth team m e m b e r s h i p™ 2011 survey results 20 intro Section 1 Section 2 Section 3 Section 4 Respondent DemographicsThe contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  21. 21. growth team m e m b e r s h i p™ 2011 survey results 21 Respondent Demographics Enterprise Type Business Model Venture Capital 4% Public Hybrid Company 28% 29% intro 56% 68% B-to-B 15% Company Private B-to-C Section Company 1 N = 54 N = 54 Section 60% Company Revenue 53% 2 Section 30% 3 21% 13% 8% 5% Section 0% N = 53 4 Below $100 Million to $500 Million to $1 Billion to More than $100 Million $499.99 Million $999.99 Million $11 Billion $11 Billion Survey Question: Please indicate the type of enterprise best represents your company .The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.
  22. 22. growth team m e m b e r s h i p™ 2011 survey results 22 Respondent Demographics: Top Six Participating Industries Professional Services 15% Automotive and Transportation 15% intro Chemicals, Materials, and Food 18% Section 1 Electronics and Security 22% Section 2 Healthcare and Life Sciences 24% Section Information and Communication Technologies 31% 3 0% 20% 40% Section 4 Survey Question: Please indicate which industry categories best describe your company (check all that apply .)The contents of these pages are copyright © 2011 Frost & Sullivan. All rights reserved. Source: Growth Team Membership™ research.

×