I'm pleased to be able to share the new CSO Insights eBook: Sales Management 2.0 - Optimizing Sales Performance Volume 2 that's hot off the presses with the conclusion of their 16th annual Sales Performance Optimization Study (SPO).
It couldn't be better timed as we roll into 2010, focused on exceeding our hard-won accomplishments in 2009. In fact, the 8% drop in sales plan attainment from 2008 to 2009 has put many of us under the gun to turn strategy into results.
This year's SPO study found that the top sales effectiveness issues for 2010 include:
- Revising/enhancing our lead generation programs
- More closely aligning sales and marketing
- Enhancing sales team communications
- Analyzing our customers' buying process
This eBook showcases four companies, sharing real-world experience about how they're finding success by optimizing their sales processes. Here's a taste:
Joe Demmler, from Aon, shares the story of how his company consolidated 30 different CRM systems to, "create one way of doing sales and marketing, and implement one system to support this way of doing business."
Dave Zuchowski, from Hyundai, reveals how the company managed to increase sales by 6% during a time when the automotive industry as a whole was seeing a 23% decline in revenues.
Tom Blondi, from Spin.com, discusses how companies get the performance they reward. He applies the impacts to performance to 3 categories: compensation, recognition and involvement.
John Williams, from StorageTek, talks about how improving productivity gains enabled the company to grow from $700M to $2.2B in annual revenues over four years—and they did it without adding a single sales person during that time.
These stories are all rich with detail and can provoke innovative ideas to help all of us improve and innovate our sales and marketing strategies. Thanks to CSO Insights for allowing me to share the eBook with you. Download your copy.