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2012 survey resultsgrowth team m e m b e r s h i p™
Growth Team Membership™ research.
Introduction
Sales Leadership Overarching Challenges Sample Solutions from GTM
What’s Keeping Sales Executives Up at Night in 2012?
Contact us at GTMResearch@frost .com .
Customer Focus
Sales executives must increase their familiarity with clients so they can respond to changes in customers’ decision-making behavior and needs .
Learn how Tandberg* made customer segmentation the foundation of its customer-centric business model .
Distribution Channel PartnersCompanies tend to rely on distribution channels for sales . However, due to changes in customer purchasing behavior, Sales must verify whether distribution channels are still meeting the company’s needs .
Learn how our Distribution Channel Optimization toolkit helps you evaluate your distribution channels’ ability to reach customers and differentiate your value proposition from the competition .
Social Media and SalesSales executives already have a presence in social media (through their activities on LinkedIn) but often struggle with establishing a branded presence and engaging customers .
Learn how Cisco developed a Center of Excellence to serve as a company-wide resource for best practices in social media .
2012 survey resultsgrowth team m e m b e r s h i p™
Growth Team Membership™ research.
Section 1
Challenge 1 Implementing lead generation strategies (16%)
Challenge 2 Enhancing sales reps’ productivity (focusing on the highest-value activities) (19%)
Challenge 3 Responding to pricing pressures from competitors, the market, and customers (16%)
Challenge 4Leveraging tools/solution to foster team collaboration, productivity, and performance (e .g ., tablet and mobile devices, CRM, software applications) (17%)
Challenge 5 Streamlining the sales process (15%)
Top Five Key Sales Leadership Challenges
SURVEY QUESTION: What are the top five functional challenges shaping your sales strategy?
Note: The respondents were asked to rank their top five challenges. The percentage values indicate how many respondents listed that particular challenge as their first through fifth challenge.
2012 survey resultsgrowth team m e m b e r s h i p™
Growth Team Membership™ research.
Section 1
The root cause of Sales’ challenges run the gamut of people, process, and technology
SURVEY QUESTION: Please indicate the root cause—staff, process, technology/systems, or strategic alignment—of your top five sales leadership challenges.
Root Cause of Top Five Sales Leadership ChallengesTop Five Sales Leadership Challenges
Challenge 1 Implementing lead generation strategies Staff: Limited resources (33%)
Challenge 2 Enhancing sales reps’ productivity (focusing on the highest-value activities)
Staff: Limited resources (30%)
Staff: Inadequate skills (30%)
Challenge 3 Responding to pricing pressures from competitors, the market, and customers Process: Ineffective process (20%)
Challenge 4
Leveraging tools/solution to foster team collaboration, productivity, and performance (e .g ., tablet and mobile devices, CRM, software applications)
2012 survey resultsgrowth team m e m b e r s h i p™
Growth Team Membership™ research.
Section 2
0%
10%
20%
30%
27%
24%
11%
15%
9%
14%
The majority of sales budgets are below $3 million ($USD)
2012 Sales Budget
SURVEY QUESTION: Which of the above ranges (in $USD) best describes your 2012 total sales budget (all expenditures on sales activities and general & administrative—including staff) .
Below $1 Million $1 Million to $2.99 Million
$3 Million to $4.99 Million
$5 Million to $9.99 Million
$10 Million to $19.99 Million
$20 Million or more
revenue sourcesOn average, distribution channels and partners account for 15% of companies’ revenue.
SURVEY QUESTION: What percentage of your 2011 company sales were attributed to distribution channels or partnerships and alliances?
2012 survey resultsgrowth team m e m b e r s h i p™
Growth Team Membership™ research.
Section 3
The majority of respondents’ CRM systems do not capture social media activity
Customer Relationship Management (CRM) Capture of Social Media Activity
SURVEY QUESTION: Does your company’s CRM (Customer Relationship Management) system capture your social media efforts?
Yes No Do Not Use
17%
52%
31%
Most sales executives conduct predictive analytics internally
Approach to Predictive Analytics
44%
8%
48%
Combination of Internal and External Efforts
Do Not Use Conduct Internally
SURVEY QUESTION: Which of the above best describes your approach to predictive analytics (the analysis of customer behavioral data to identify patterns and provide insights for customer interactions)?