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Sales Effectiveness 2012
1. The document summarizes research on sales effectiveness and provides 5 imperatives for improving sales performance in 2012. It finds that sales has the highest attrition and lowest performance measurement of any business function. 2. The 5 imperatives are: close the discipline and process gap, implement new learning and training approaches, align sales and marketing, embrace technology-enabled selling, and measure sales performance. 3. The document provides initial steps companies can take to address each imperative, such as adopting a skills-based sales hiring process, rethinking traditional training programs, aligning sales and marketing messaging, assessing technology capabilities, and exploring new performance metrics.
