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Executive
summary:
The 2005 CEO's Sales & Marketing Effectiveness
Study, the first of its kind effort is one of
the most comprehensive, statistically valid studies
conducted on sales & marketing effectiveness.
With over two decades of experience in sales &
marketing we are at a unique position to undertake
such an effort.
Applying
the firm's insight and experience of working with
sales leaders, the Study accurately captures the
real challenges impacting the sales organisation.
The
study focused on;
1.
Key business challenges.
a. Sales force selling
abilities.
b. Consistent approach
to identify, win & retain business.
c. Effective sales force
management culture.
d. Changes in buying environment.
2. Four major issues facing the organizations.
3. Overall confidence in selling environment.
Data was gathered from 1st January 2005 till 30th
April 2005.The majority (97%) of the respondents
were from India.
Key
findings.