Description:

With an increased focus on revenue, companies are focusing on improving sales force productivity, enhancing sales coverage models to ensure access to all opportunities, and identifying best practices.

ITSMA's Sales Performance Study: Benchmarks and Best Practices from IT Services Leaders provides extensive data and analysis of how companies are managing and measuring their sales organizations in this difficult time. The report highlights several pervasive challenges, including:

• Making the transition from selling products and services to selling solutions
• Improving sales force competencies in such areas as teamwork, consultative selling, and sharing best practices
• Creating a more balanced approach to measuring sales performance

Based on interviews and data collection with 27 leading IT companies, the report provides detailed data and analysis on six major topics:

• Sales coverage models: sales channels, revenue by channel, and sales force size and turnover
• Direct sales force productivity: sales yield, sales management ratios, and sales representative time utilization
• Sales performance: contract and professional services penetration rates, services attach rates, contract renewal and customer retention rates, sole-source ratios and win rates, repeat versus new business, recurring revenue, and sales lead conversion rates
• Sales costs: total sales and services sales costs, sales cost allocations, and sales force compensation
• Sales training: sales training investment, sales skills, and adequacy of sales training
• Sales support and automation: formal sales support organizations, sales automation use and satisfaction

The report includes breakouts of the data by market sector (professional services firms, computer systems vendors, software vendors, network systems vendors, and other vendors) and by size of organization (greater than, or less than, $500 million in revenue).

Data and analysis in this report enables companies to compare their own performance to organizations covered in the study in both their relevant market sectors and the IT services industry as a whole. Sales and marketing managers can use the data to help establish realistic improvement goals and to create and justify initiatives that enhance sales performance and drive profitable growth.

Sales Performance Study: Benchmarks and Best Practices from IT Services Leaders is available for sale at member and nonmember prices.

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Download an Abbreviated Summary PDF (276KB)

View Table of Contents PDF (54KB)

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