This presentation contains sales benchmark study results from a sales process assessment. The sales analysis yields important information that sales management can use to adjust their sales strategy. A presentation by Sales Benchmark Index.
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1. Sales Process
How Does Benchmarking Help Me?
2. Large Media company loses $90M in subscription revenue in 2
years
New Strategy focuses on Hunter-Farmer structure to turn it
around
Sales Leader unsure if new structure is all that is needed
Sales Benchmark Study is commissioned
The Situation
3. Benchmark Methodology
Sales Management Maturity Model
Process Adoption
Process Impact
Metric levels vs. World Class
Best Practices in use
Level of Process Documentation
Benchmarking Approach
(240) Metrics across 13 Sales Drivers
4. Field Rep Ride-alongs 5. Executive and Manager interviews 6.
Customer & Rep Surveys 7. CRM & Lead Gen System Review 8.
Process Documentation Review
