2011: The World of Sales

Right now your management wants the revenue numbers to go up by double digits. So they provide a CRM tool and some lead generation expecting the rest to happen on its own. They don’t spend any time on team building, process re-engineering, and technology to attempt to help the sales team to come together and accomplish business objectives. The challenge for management is pulling together the pieces and achieving a successful outcome in a high stakes game.

Organizations have learned valuable lessons through the economic downturn and are now challenged by management to optimize all parts of the business, with an intense focus on productivity. Traditionally this thinking has been applied to operations teams but now the focus is on sales teams. Sales teams need to generate more revenue and reduce the cost of acquisition.

The top 2,000 companies in the world are finding this difficult to achieve and are realizing less than 5% of their sales force can consistently and reliably accomplish critical growth objectives on their own.  In the high stakes sales game, sales teams need an edge.