Sales Benchmark Index routinely assesses the sales management function of our clients. Here is an excerpt of a sales management assessment with recommendations and results.

1. Sales Management: Assessing your team Are you ready to be world Class?

2. The Situation $1B+ Technology firm faces: Low quota attainment Anemic sales pipelines Abnormally low turnover in Sales Management VP Sales wants: Sales Management assessment with go forward plan to increase quota attainment and pipeline worldwide

5. Produced a plan to address root cause

7. Data analysis

8. Interviews

9. Field observations

10. Surveys

11. Procedure reviews

12. Benchmark

13. Select relevant metrics

14. Compare to industry peers

15. Score on sales management maturity model

19. 52% of of all Sales Managers attend 1.5 Field Rides with a Sales Rep per week

22. No consistent use of our internal resources

23. Some prefer external training resources, but budget is a problem

26. One size does not fit allConflicting priorities across product teams and geo teams Directors do not recognize the strain on their managers

27. Benchmarks Biggest Gaps to World Class of the Metrics Benchmarked: Lack of sales process discipline results in conflicting metrics (Win/Loss Ratio of 86% conflicts with Pipeline/Quota Ratio of 1.7 and Quota Attainment of 32%) Ramp Failure Rate of 59% points to poor onboarding and role corruption Turnover Rate of 9% indicates poor performers do not leave Selling time allocation of 46%; Admin requirements reduce selling time

28. Recommendations

29. The Result * NOTE: Assessment identified poorly performing managers

30. Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com/