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Special Report on

Improving Sales Force Productivity

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This company manufactures continuous positive airway pressure (CPAP) devices and masks for patients with obstructive sleep apnea. The company also makes a host of respiratory equipment such as concentrators, ventilators, and nebulizers. The publicly-held Pittsburgh, PA-based company employs more than 4,000 people worldwide and has annual revenues of $1 billion. To help its salespeople better understand their customers' needs before going on sales calls, the company rolled out Miller Heiman's Conceptual Selling ® for more than 200 of its salespeople in August of 2006. The issue According to the ...
is a broadly recognized, widely-implemented strategy for managing and nurturing a company’s interactions with clients and sales prospects. It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing , customer service , and technical support . The overall goals are to find, attract, and win new clients, nurture and retain those the company already has, entice former clients back into the fold, and reduce the costs of marketing and client service. 1 Once simply a label for a category of software tools, today, it generally denotes a company-wide ...
Selling Services Metrics for Perspective Clients
Some KPI classifications are standard across all industries. They are part of a manager’s position title. Other KPIs are industry-specific. Position title predicts the key indicators for all profit center managers’ performances. They are evaluated by financial and working capital indicators of line-of-business performance such as: Total revenues, which are total receipts from sales Total operating income, which is gross profits minus total operating expenses Total operating expenses, which are costs of sales plus G&A plus R&D Cost of goods sold, which is sales compensation plus sales support and sales training ... market research, surveys and trends
Improving Sales Force Productivity With Crm Solutions
You may have heard that CRM software, which stands for customer relationship management, is the secret weapon of successful enterprises or that companies are using CRM systems to manage their clients, record data, cut costs, avoid mistakes and focus their marketing efforts. What you may not have heard is that most businesses spend between $250,000 and $1 million just to get set up with these organizational systems, not including upgrades, customizations, maintenance and IT expenses! CRM solutions There are a variety of options to choose from today; some for big businesses, some for small businesses and some for mid-sized businesses. market research, surveys and trends


high-performance and management and sales force management ...
It is wildly unrealistic to assume that all incentive programs work, or that by taking away individual rewards, productivity per person will triple. Maybe that is why commissions and bonuses and other rewards programs seem always half-assembled-no one has figured out yet how to devise the perfect system. The new... Tags : Commission , Pay-for-performance , Crain Communications Inc. , High-performance , Sales Force Management , Leadership , Sales , Management White papers 1999-02-01 E-Sales: The Web is Not Enough Article is on ecommerce strategy and it states how to realize profitable growth from the multi-channel go-to-market ... industry trends, business articles and survey research
Comshare Inc. -- Company History
Comshare's approach goes well beyond just providing world-class application software. We are a full-service vendor and have developed a comprehensive service infra-structure to help customers maximize their information tech-nology investment. Customer Helpline Services, imple-mentation services, and training programs are provided through Comshare's worldwide network of offices and appointed agents. Two hundred consultants each with product and industry expertise, work closely with customers to ensure smooth implementation and optimal business results. These are all elements of what we refer to as our "whole ... industry trends, business articles and survey research
Sunrise Telecom(R) Debuts SunLite UDSL Universal Service Verification Solution ...
SAN JOSE, Calif., Aug 24, 2010 (BUSINESS WIRE) -- Sunrise Telecom(R) Incorporated (Pink Sheets: SRTI) today announced immediate availability of the palm-sized SunLite UDSL ( ) service verification solution, responding to service providers' need to control capital and operating costs by enabling a single, compact device to test the multiple DSL standards being deployed for triple play services. As DSL technologies and network hardware have evolved, many providers not only use both ADSLx and VDSLx configurations to provide ... market trends, news research and surveys resources
Office Depot Survey Reveals That "Saving Money" and "Economic Issues" Continue ...
a leading global provider of office products and services, today announced the results of a new monthly survey -- The Office Depot Small Business Index -- commissioned to gauge the economic trends of small businesses. While many reports state that the economy is slowly leveling out and/or improving, the new results from Office Depot's Small Business Index clearly show that small businesses are still facing uncertain times and are continuing to feel the effects of the economic downturn. According to the Office Depot survey of more than 1,000 small business customers, 38 ... market trends, news research and surveys resources


Sales Territory Alignment: An Overlooked Productivity Tool
aimed at improving sales force productivity. Popular sales force productivity initiatives include sales force automation, ... technology research, surveys study and trend statistics
Sales gains are slated as a result of sales force productivity improvements and new advertising campaigns. Cost containment is being addressed by ... technology research, surveys study and trend statistics
Enhancing Sales Force Productivity | KU Continuing Education
Practitioners today are placing renewed emphasis on optimizing the productivity of their sales force investments. In this context, the School of Business, University of Kansas, is pleased to host the Third Biennial Conference on Enhancing Sales Force Productivity , April 23–25, 2010 , in Kansas City, Kan. The conference is designed to stimulate and share emerging knowledge in this important area of marketing and builds on the success of prior conferences in this series (University of Missouri, Columbia, 2006, and Christian Albrechts University, Kiel, Germany, 2008). Scholars and practitioners with research interests in the ...
Google Answers: Information sources for business process improvement
I would like to assemble a list of quality resources to help educate managers and team leaders within my organisation on how to improve their business processes. My organisation is based in Australia. I consider "improving" a business process to mean any activity aimed at - speeding up a process - reducing the costs associated with executing a process - improving the quality of process outputs (services or products) - improving the service to the customers of a process. Improving may require: - changing an existing process - throwing a process out and designing it from the ground up - making simple day-to-day ...
Book Excerpt: Discover Your Sales Strengths
A few years ago we were making our way down Bourbon Street in the New Orleans French Quarter. We had finished our meetings for the day and were in search of a cold beverage. It was late afternoon, and the street was already filling up with visitors. As we stopped at a corner, two boys about ten years of age came up and began studying our shoes intently. Just as we started to move along, one of the boys held out his hand and said, "Wait�I bet you a dollar I can tell you where you got them shoes." We thought there was no real chance he could do this since we were from out of town. It would be a million-to- one shot ...