2013 Global Sales Leadership Priorities Survey Results

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2013 Global Sales Leadership Priorities Survey Results

  1. 1. Copyright © Frost & SullivanGTMresearch@frost.com www.gtm.frost.comGrowth Team Membership™ (GTM) is a best practice research and consulting program thatsupports executives within the functions that report to the CEO.@Frost_GTMGrowth Team Membership™Growth Team Membership™CO-SPONSORCorporateStrategyCorporateDevelopmentMarketingCompetitiveIntelligenceMarketResearchSalesLeadershipR&D/InnovationInvestors/FinanceCEOSalesLeadership®Access the 24-page report athttp://www.frost.com/sublib/display-market-insight.do?id=277404944Access the 24-page report athttp://www.frost.com/sublib/display-market-insight.do?id=277404944Sales executives are wrestlingwith two perennial issues: (1)embedding a deep understandingof the customer within theirsales processes, and (2)improving productivity. Salesleaders must successfully alignthe sales process with customerbehavior, identify high-valueactivities, and invest in incentiveand training programs tomaximize reps’ performance.Sales executives are wrestlingwith two perennial issues: (1)embedding a deep understandingof the customer within theirsales processes, and (2)improving productivity. Salesleaders must successfully alignthe sales process with customerbehavior, identify high-valueactivities, and invest in incentiveand training programs tomaximize reps’ performance.2013 GLOBAL SALES LEADERSHIPPRIORITIES SURVEY RESULTSKey Sales Leadership ChallengesSales Resource TrendsSTAFFING LEVELSSTAFFING LEVELSPRIMARY CHALLENGE AND ROOT CAUSEPRIMARY CHALLENGE AND ROOT CAUSEBUDGETSBUDGETSRespondents shared their expected 2013 budget and staffing levels.Respondents shared their expected 2013 budget and staffing levels.Inadequate staffingskillsInadequate staffingskillsAligning the salesprocess with customers’decision-making behaviorAligning the salesprocess with customers’decision-making behaviorSales Training and IncentivesRespondents shared their perspectives on sales training and motivation practicesand challenges.Respondents shared their perspectives on sales training and motivation practicesand challenges.Respondents identified their top internal challenges for 2013 and the associatedroot causes.Respondents identified their top internal challenges for 2013 and the associatedroot causes.Register at http://www.frost.com/sublib/display-market-insight.do?id=277404944 todownload a free copy of our:›“Global Sales Leadership Priorities: 2013 Survey Results”SOURCE: “Global Sales Leadership Priorities: 2013 Survey Results”http://www.frost.com/sublib/display-market-insight.do?id=277404944.ORIGINAL FILE: JPG: http://bit.ly/Zm3n1k; PDF: http://bit.ly/17vCf6HExpect staffing toremain constantExpect staffing toremain constantPredict moderatebudget increasesPredict moderatebudget increases50%50%49%49%FREEMotivatingMotivatingSALES CONTESTSSALES CONTESTS80%80%SALES TRAINING PROGRAMSSALES TRAINING PROGRAMSCite limitedfundingCite limitedfunding68%68%Use internaltraining andcertificationprogramsUse internaltraining andcertificationprograms50%50%Primary Obstacle to Effective TrainingPrimary Obstacle to Effective TrainingConductgoal-orientedcompetitionsConductgoal-orientedcompetitions47% Find themhighly effectiveSalesSales forforEnhancedEnhancedProductivityProductivity

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