At a certain point, companies need to empower their sales force to achieve and maintain best-in-class status. External solution providers offer customized knowledge and processes that can help train in-house professionals. The figure shows some of the best training tools, methods, and processes currently used by in-house trainers and what they plan to implement. It contrasts current utilization with planned integration of CRM/SFA tools, assessment and analysis tools. Implementing effective training techniques can also improve communication between marketing and sales.

1. SeLLeX Highlights™
Expertise Utilization
At a certain point companies trying to succeed in the B2B market will
need to empower their sales force in order to obtain and sustain best‐in‐
class status. External solution providers offer specific, customized Quick Facts:
knowledge and working processes that often alludes in‐house training Best‐in‐Class
professionals. The figure below visually represents some of the best Companies enjoy a year‐
training tools, methodology and processes and their current application over year increase in
by in‐house trainers. average deal size (or
contract value) of 6.8%,
Deployment of sales training while industry average and
laggard firms see a
enablers reduction of respectively
Currently being used plan to implement 0.4% and 10.7%
The percentage of
Phone selling skills training 48% 21% sales representatives
achieving annual quota
Behavioral analysis/assessment 38% 31%
grew, year‐over‐year, 6%
for top‐performing
companies, while industry
Access to internal SME`s 56% 22% average and laggard were ‐
3.3% and ‐14.2%
Instructor‐led trainings 70% 14%
Companies that
CRM/SFA integration of call planning
53% 32% achieve best‐in‐class status
and selling milestones
see a 10.7% annual
Dynamic library of marketing and slaesl increase in revenue per
61% 26%
assets sales representative, while
industry average or laggard
Source: Aberdeen Group, September 2009
companies demonstrate an
average decrease of 2.8%
These utilization figures are contrasted with the most frequent plans for and 11.5%
CRM / SFA integration, assessment and analysis tools.
Additional benefits from implementing working training techniques and
procedures may also be improved communication and collaboration
between the marketing and sales functions.
SeLLeX Consultancy Team +359 2 490 00 84, 490 00 86 | +359 89 983 83 65
www.sellexbg.com Bulgaria | 1574 Sofia | Iztok Distr. | 6 Nikolai Ostrovski