Sales Performance Optimization 2007 Survey Results and Analysis

Sales Performance Optimization – 2007 Survey Results and Analysis





Sales Performance Optimization
2007 Survey Results and Analysis
Jim Dickie ? Barry Trailer Partner, CSO Insights Partner, CSO Insights
Private Copy Provided for Individual Use Only Sales Performance Optimization – 2007 Survey Results and Analysis
Other Publications by Jim Dickie & Barry Trailer Target Marketing Priorities –2007 Executive Report ! Insights into High Tech Sales and Marketing ! Sales Mastery, a Novel ! The Chief Sales Officer’s Guide to Customer Relationship Management ! The Information Technology Challenge ! The Sales & Marketing Excellence Challenge – Changing How the Game is Played
Private Copy Provided for Individual Use Only Sales Performance Optimization – 2007 Survey Results and Analysis

Sales Performance Optimization—
2007 Survey Results and Analysis








JIM DICKIE BARRY TRAILER Sales Mastery Press Mill Valley, California
Private Copy Provided for Individual Use Only Sales Performance Optimization – 2007 Survey Results and Analysis
Copyright © 2007 CSO Insights All Rights Reserved. Terms & Conditions Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be produced or distributed in any form or by any means, or stored in a database or retrieval systems, without the prior written permission of the publisher except in the cases of brief quotations embodied in critical articles and reviews. For additional information, contact CSO Insights, 4524 Northfield Court, Boulder, CO 80301, Phone: (303) 530-6930, e-mail: jim.dickie@csoinsights.com. The reader understands that the information and data used in preparation of this report were as accurate as possible at the time of preparation by the publisher. The publisher assumes no responsibility to update the information or publication. The publisher assumes that the readers will use the information contained in this publication for the purpose of informing themselves on the matters which form the subject of this publication. It is sold with the understanding that neither the authors nor those individuals interviewed are engaged in rendering legal, accounting, or other professional service. If legal or other expert advice is required, the services of a competent professional person should be sought. The publisher assumes no responsibility for any use to which the purchaser puts this information. All views expressed in this report are those of the individuals interviewed and do not necessarily reflect those of the companies or organizations they may be affiliated with, CSO Insights, Insight Technology Group, or Sales Mastery. All trademarks are trademarks of their respective companies.
Private Copy Provided for Individual Use Only Sales Performance Optimization – 2007 Survey Results and Analysis
Acknowledgements First, we wish to thank all of the far-sighted industry executives who unselfishly contributed their time and insights to the development of the research knowledge base used in the creation of this publication. Next, we would like to thank the following sales effectiveness experts for their underwriting and thought leadership support for this project: Accenture, OneSource Information Systems, Pragmatech Software, Salesforce.com, Sales Performance International (SPI), and WebEx. Finally, we owe a debt of gratitude to many colleagues, mentors, and advisors whose help made this report possible. To list them all would be impossible, but a few deserve special mention: Bob Thompson, Founder and Publisher of CRMGuru.com, Gerhard Gschwandtner, founder and publisher of Selling Power magazine, and Willis Turner, President and CEO of Sales & Marketing Executives International for their support in promoting this year’s project. Finally, we want to thank our editing team, led by Dr. Diane Hodges and Laurie Gibson.
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