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Description:
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The Sales Practices and Metrics Study explores sales coverage
models, channel partners, sales representative performance, hiring practices,
quotas, compensation levels and composition, channel mix, sales methodologies
used, types of sales tools favored, training methods and programs, and
so forth.
The driving force of this study was to identify what IT services providers
can do to better leverage their sales forces to sell services. The Sales
Practices and Metrics Study helps services marketers answer questions
such as:
- Is your sales force performing well?
- Are your expectations realistic?
- How can you help the sales force do better?
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