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Perfecting Global Sales Performance

The Economist Intelligence Unit conducts a global survey of 229 executives to understand how data is being used within the sales organization. It reveals significant insights on how sales managers use data - or respond to the lack of it - in developing sales territories and incentive compensation plans. An enterprise that lacks comprehensive insights is likely to miss the equivalent of 5-10% of annual sales, according to Michael Dunne, an analyst with Gartner, a technology research firm. Download the white paper from EIU to find out more about how sales executives optimise their sales structures, territories and incentive plans. Understand interesting findings revealed by the survey including Companies are paying sales teams for performance they are not receiving. Nearly one-half (48%) of incentive compensation plans do not achieve the desired Six out of ten executives responsible for shaping sales territories say they rely more on data than instinct to drive decisions.

 

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