CSO Insights recently launched its 5th annual Sales Management Optimization (SMO) research survey that CallidusCloud is pleased to support. Over 1,200 companies worldwide took part in this study revealing the challenges that are impacting sales management performance and showing how companies are addressing these issues.
Get the complimentary study today to understand the strategies and tactics Best-in-Class companies are using to enable sales management to perform at its best.
28.7% of a manager’s time is spent selling with reps, while 20.6% is spent coaching them
Best results are achieved when managers focus more on coaching reps than on selling with them
The top two barriers to pipeline and forecast effectiveness are that reps are too optimistic and there’s not enough predictive data
The number one sales effectiveness priority for 2014 is to improve lead generation effectiveness
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