Key Sales Leadership Challenges Sales ... - Growth Consulting

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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

Register at url to download a free copy of our: › “Global Sales Leadership Priorities: 2013 Survey Results” SOURCE: “Global Sales Leadership Priorities: 2013 Survey Results” url.

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