Post on 20-Aug-2015
transcript
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INTRODUCTORY COMMENTS
• Growth numbers are building back to pre-recession levels. The
median 2014 growth expectation is 9 percent.
• The customer segment that demands insight from vendors looms
large in many growth strategies.
• Many organizations are, however, under-investing in the sales
resources to deliver meaningful business insights to this segment.
• Organizations with the highest growth ambitions are investing in such
resources and enablement tools.
• This eBook provides top-line findings on 2014 growth expectations
and the associated sales strategies.
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2013/14 SALES PULSE SURVEY
DEMOGRAPHICS
• Typical Revenue: $1.0 - $5.0 Billion
• Industries Represented: Tech, Medical
Device, Business Services, General
Manufacturing, Financial Services and
Consumer
93 COMPANIES
608 AVERAGE SALES FORCE SIZE
A good cross-section of size and industry
with which to obtain some directional
insight into 2014 plans.
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THE 2013/2014 SALES PULSE SURVEY
COVERED A VARIETY OF INDUSTRIES
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PARTICIPANTS WERE FROM BOTH
THE FORTUNE 1000 AND THE
MID-MARKET
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THE AVERAGE PARTICIPANT HAD A
SIGNIFICANT SALES FORCE IN 2013
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WITH MEDIAN EXPECTED GROWTH OF
9% IN 2014 COMPANIES ARE RAMPING
EXPECTATIONS TO PRE-RECESSION
LEVELS
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THERE WAS A WIDE RANGE OF
GROWTH EXPECTATION FOR 2014
…with extremely aggressive high-end objectives.
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AVERAGE QUOTA ATTAINMENT WAS
FLAT BETWEEN 2012 AND 2013
What percent of sales plan did your sales force achieve in 2012?
What percent do you estimate will achieve it in 2013?
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MOST COMPANIES EXPECT SELLERS
TO ACHIEVE QUOTA IN 2014 DESPITE
AN AGGRESSIVE GROWTH PLAN
What percent of sales plan do you estimate your sellers
will achieve in 2013?
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MOST PARTICIPANTS SAY THEY WILL NEED TO
GROW FASTER THAN INDUSTRY TO ACHIEVE
GROWTH GOALS
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MOST RESPONDENTS ARE
CONFIDENT THEY WILL ACHIEVE 2014
GROWTH OBJECTIVES
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HALF OF RESPONDENTS FEEL THE
VALUE SEGMENT IS GROWING
FASTER THAN OTHER SEGMENTS
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ON AVERAGE ONE-THIRD OF
REVENUE IS DERIVED FROM VALUE-
CENTRIC CUSTOMERS
Indicate the percent of revenue you derive from value-oriented customers that want to
partner with vendors to improve results.
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EXECUTIVES DESCRIBE WHAT
SEPARATES VALUE-CENTRIC
CUSTOMERS FROM THE REST
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HELPING CUSTOMERS IMPROVE
EFFICIENCY WAS THE MOST
IMPORTANT VALUE PROVIDED
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SOLUTION/PROCESS EXPERTISE WAS
THE MOST IMPORTANT MEANS OF
IMPROVING EFFICIENCY
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THE FOLLOWING KEY INITATIVES WILL
STRENGTHEN VALUE SELLING IN 2014
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CONCLUDING COMMENTS
• Executives, even those with the most aggressive growth ambitions, appear
confident they will achieve their 2014 objectives.
• Organizations with the highest growth objectives are investing more
aggressively in building their sales organizations and support resources.
• Some of this investment is targeted to serve the growing “insight segment”
where success requires a sales function that can deliver wisdom and
expertise.
• Some investment is aimed at serving mid-market customers more efficiently.
• Observation: High growth companies are investing in their sales functions to
stimulate and sustain growth in multiple account segments.
• Conclusion: If you expect growth, invest in your sales function!
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2014 CSE FORUMS
THREE FORUMS
ONE POWERFUL DIRECTION
• Operations Forum: Chicago
April 23-24 | InterContinental Hotel
• Strategy Forum: New York
June 18-19 | InterContinental Barclay Hotel
• Annual Forum: Palm Beach, FL
November 12-14 | Eau Palm Beach
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