Ventana Research Analyst Perspectives

The Business of Sales Research Agenda for 2012

Posted by Mark Smith on Mar 6, 2012 10:28:24 PM

Investing wisely in sales-related people and processes is a key to business success. In 2012, helping sales staff perform at their highest levels should be a top priority for management. That may take some effort, according to our benchmark research, which indicates that only 14 percent of sales organizations operate at the highest level of innovation and competitiveness. In recent years, most organizations merely discussed moving beyond using only their sales force automation application and Microsoft Office for improving sales efficiency. Now sales organizations can move beyond systems that were designed decades ago, thanks to the availability of a broad range of applications to support sales activities and processes. In fact dozens of new types of sales applications are available to help sales focus on selling, which creates another issue. Where should sales organizations focus their limited resources and budgets?

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Topics: Planning, Sales, Sales Performance, Social Media, assets, forecasting, leads, Learning, Mobile Business, objectives, Performance, pipeline, Reporting, rewards, Sales Compensation, Sales Force Automation, sales force automation and territory, social enterprise, Operational Performance, Analytics, Business Analytics, Business Collaboration, Business Mobility, Business Performance, Cloud Computing, Collaboration, Customer & Contact Center, Financial Performance, Workforce Performance, channel, coaching, commission, CRM, incentives, pricing, promotion, proposal, quota, quoting, Sales Performance Management, SFA