EIN News — CSO Insights 2008 Inside/Telesales Performance Optimization Report Provides Results and Analysis of nearly 500 Companies’ Sales Performance.
Inside/telesales no longer equates with “phone selling” so much as “streamlined selling
Boulder, CO October 29, 2008 – CSO Insights today released its 2008 Inside/Telesales Performance Optimization (ITSPO) report. For this year’s edition the report has been completely revamped and now mirrors the firm’s annual survey of field sales performance. Among the key findings of this year’s survey the percentage of reps achieving or exceeding quota is down from 2005’s figures although this is just one of the dozens of metrics reported.
“Inside/telesales is taking on an increasingly important role in today’s B2B selling world representing nearly 40% of annual revenues for responding firms,” says Barry Trailer of CSO Insights. “In recognition of this we expanded our inside/telesales survey and innovated a new analysis approach so that we are able to get this report out within three weeks of the survey closing.”
The report is sponsored by FrontRange Solutions/Goldmine, Jigsaw, and Cisco/Webex. Sales & Marketing Executives International also supported this research effort. Kevin J Smith, VP Products at FrontRange commented on the research: “The insights in this report are exciting – as it clearly shows that optimizing the use of inside sales teams, and equipping them with the right CRM and communications management technologies, can have a significant impact to the organization’s bottom line. That’s something to take notice of in the current economic climate.”
The 2008 report includes:
· Project Overview and Introduction
· Sales Force Demographics
· Sell Cycle Analysis
· Sales Strategy Development Assessment
· Sales Cycle Execution Assessment
· Account Management Assessment
· Sales Management Assessment
· Sales Process Assessment
· CRM Utilization
· Internet & Sales Knowledge Management
· Sales & Marketing Alignment
· In Closing: Where Do We Go From Here?
To an even greater extent that past years’ reports the 2008 ITSPO provides a clear snapshot of the current state of inside/telesales today, highlights of what has changed, and provides suggestions on how firms can address the challenges they are confronting in attracting, retaining and expanding their base of customers.
About CSO Insights
CSO Insights is a research firm that specializes in benchmarking how companies are leveraging people, process, technology, and knowledge to optimize the way they market and sell to customers. Over the past 15 years, CSO Insights’ sales effectiveness survey of over 7,500 sales effectiveness initiatives has become the benchmark for tracking the evolution of how the role of sales is changing, the challenges that are impacting sales performance, and most importantly, what companies are doing to address these issues. For more information on this research go to: www.csoinsights.comJim Dickie
[email protected] Barry Trailer