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Overview:

CSO Insights, in its 12th annual study (The Impact of Sales Process and CRM on Optimizing Sales Effectiveness), looked at sales at more than 1,000 organizations. In the study, CSO identified four levels of "Process Prowess." The select few at the highest level, Level Four, formalize their approach to selling. This paper ends with saying that sales teams more actively manage and analyze opportunities through CRM systems, best practices begin to emerge. Managers and reps can determine in which markets they sell most effectively, which competitors they have a higher chance of winning against, and what sales tactics help shorten the cycle. Share those findings across the team to refine best practices and improve results.

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Format:PDFSize:1,500 KB
Date:Aug 2007
Pages:5

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