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Cso Index 08 Report Abstract

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Microsoft Word - CSO Index 08_basisforreportabstract_100608_v1.doc

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Loyalty Group 2008

No part of this report may be reproduced, published or distributed without the prior written approval of Loyalty Group A/S.

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Loyalty Group 2008

No part of this report may be reproduced, published or distributed without the prior written approval of Loyalty Group A/S.

List of Contents About CSO Index 08 .................................................................................................... 6

Thanks to................................................................................................................... 6 The CSO Index project.............................................................................................. 6

Executive Summary..................................................................................................... 9 Sales demography and loyalty................................................................................. 11

Managerial conditions ............................................................................................. 11 What are your most important managerial goals for the next 12 months?......... 11 What are your most important managerial goals for the next 12 months? (cont.)............................................................................................................................ 12 Over the next 12 months, where should you focus your efforts in order to achieve your managerial goals?....................................................................................... 13 Over the next 12 months, where should you focus your efforts in order to achieve your sales goals? ................................................................................................ 14 What percentage of your sales force failed to achieve their targets over the last financial year?..................................................................................................... 15 What percentage of your sales targets have you managed to achieve over the last financial year? .............................................................................................. 16 What is the average running-in period for a new salesperson in your organisation?....................................................................................................... 17 As a sales manager, how do you spend your time?........................................... 18

Turnover .................................................................................................................. 19 How does your company generate its turnover? ................................................ 19 What percentage of last years turnover can be attributed to new customers?.. 20

The sales force........................................................................................................ 21 Employment period for the entire sales force ..................................................... 21 How do you see your sales force developing over the next 12 months? ........... 22 By what percentage is your total sales force likely to expand? .......................... 23 By what percentage is your total sales force likely to increase? (cont.) ............. 24 By what percentage is your total sales force likely to decrease? ....................... 25 How high has your staff turnover been over the last 12 months? ...................... 27

Sales performance..................................................................................................... 28

Potential Customers ................................................................................................ 28 How do you find potential customers?................................................................ 28 Where do potential customers come from? ........................................................ 29 Opening meetings............................................................................................... 30

Forecasting.............................................................................................................. 32 Does your company operate with forecasting/pipeline analysis? ....................... 32 What percentage of the total number of sales forecasted are closed with no changes to original amount?............................................................................... 33 What percentage of the total number of sales forecasted are closed by the set deadline?............................................................................................................. 34 What percentage of the total number of sales forecasted are actually won?..... 35 What percentage of the total sales forecasted are lost to the competition?....... 36

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Loyalty Group 2008

No part of this report may be reproduced, published or distributed without the prior written approval of Loyalty Group A/S.

What percentage of the total sales forecasted are lost because the customer couldnt reach a decision? .................................................................................. 37

Marketing and cooperation...................................................................................... 38 To what degree do your marketing activities support your sales/sales organisation?....................................................................................................... 38 To what degree do your marketing and sales organisations cooperate?........... 39 Marketing Department responsibilities................................................................ 40

Sales force competencies ....................................................................................... 41 Ability of your salespeople to........................................................................... 41 How good are your salespeople at forecasting sales? ....................................... 43 How accurately are you able to predict monthly/quarterly sales/orders? ........... 44 Why are your salespeople poor at introducing new products/services to existing customers?.......................................................................................................... 45

Organisational Challenges ...................................................................................... 46 Primary challenges for the sales force................................................................ 46 Primary challenges for the sales managers........................................................ 48

Sales processes and methods ................................................................................. 49

Changes .................................................................................................................. 49 What changes have occurred in your customers market(s)? ............................ 49 How have the competitive parameters changed in your own market? ............... 49 How have your products/services changed? ...................................................... 50

Education................................................................................................................. 51 How much money do you invest in education your salespeople (per person, per year)? .................................................................................................................. 51 How is your current level of sales training expected to change over the next 12 months? .............................................................................................................. 52 How is your current level of sales management training expected to change over the 12 months? ................................................................................................... 52 When did you last attend sales or sales management training? ........................ 53

Sales processes ...................................................................................................... 54 On average, how long is the sales cycle in your company (from identification of potential customers to the first sale)? ................................................................. 54 On average, how many meetings must your salespeople attend in order to close a sale with a potential customer?........................................................................ 55 On average, how many meetings must your salespeople attend in order to close a sale with an existing customer?....................................................................... 56 Does your company use a dedicated, structured sales process/ methods? ...... 58 What effect has this had on company turnover? ................................................ 59 What percentage of your total sales force regularly uses your sales process/methods?............................................................................................... 60 Why are your sales process/methods not being widely used?........................... 61 What impact has an investment in the introduction of a sales process/methods actually had on your business results?............................................................... 62 Which outcomes have you been able to measure as a result of the sales process/methods?............................................................................................... 63

CRM............................................................................................................................. 64

When was your CRM system originally implemented?....................................... 64

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Loyalty Group 2008

No part of this report may be reproduced, published or distributed without the prior written approval of Loyalty Group A/S.

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