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2013 GLOBAL SALES LEADERSHIP PRIORITIES SURVEY RESULTS Sales executives are wrestling with two perennial issues: embedding a deep understanding of the customer within their sales processes and improving productivity. Sales leaders must improve their ability to align the sales process with customer behavior, identify the highest-value activities, and invest in incentive and training programs to maximize reps’ performance.
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Key Sales Leadership Challenges Respondents identified their top internal challenges for 2013 and the associated root causes.
PRIMARY CHALLENGE AND ROOT CAUSE
Aligning the sales process with customers’ decision-making behavior
Inadequate staffing skills
Sales Resource Trends Respondents shared their expected 2013 budget and staffing levels.
STAFFING LEVELS
50%
Expect staffing to remain constant
BUDGETS
49%
Predict moderate budget increases
Sales Training and Incentives Respondents shared their perspectives on sales training and motivation practices and challenges.
SALES TRAINING PROGRAMS
50%
Use internal training and certification programs
Primary Obstacle to Effective Training
68%
Cite limited funding
SALES CONTESTS
80%
Conduct goal-oriented competitions
47%
Find them highly effective
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