Motivating Sales For Enhanced Productivity (1)

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Motivating Sales For Enhanced Productivity

• Arranged By Maryann Farrugia
• WordPress Maryann Farrugia About

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Sales Executives Are Wrestling With Two Perennial
Issues

• Embedding a deep understanding of the customer
  within their sales processes.
• Improving productivity. Sales leaders must
  successfully align the sales process with
  customer behavior, identify high-value
  activities, and invest in incentive and training
  programs to maximize reps performance.

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Key Sales Leadership Challenges

• Aligning the sales process with customers
  decision-making behavior, because of inadequate
  staffing skills.

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Sales Resource Trends

• 50 expects staffing to remain constant.
• 49 predicts moderate budget increase.

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Sales Training And Incentives

• 50 uses internal training and certification
  programs.
• 68 cites limited funding.
• 80 conducts goal-oriented competitions (47 find
  them highly effective).